Selling Is a Team Sport : Turn Your Whole Organization into a Living, Breathing, Selling Machine
Selling Is a Team Sport : Turn Your Whole Organization into a Living, Breathing, Selling Machine
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Manufacturer: Prima Lifestyles
Author: Eric Baron
Binding: Hardcover
Publication Date: 2000-08-24
Publisher: Prima Lifestyles
Label: Prima Lifestyles
Number Of Pages: 320 Features:
Editorial Review: Organize Your Whole Company for Sales Success The old sales paradigm: R & D developed the product; the sales force sold the product. The new sales paradigm: The sales force, R & D, executives, Web developers, accountants, lawyers, inventory clerks—all of your employees—sell the product. Selling is more about fulfilling the true needs of the customer than it is about selling a pitch out of a can. Learning how to recognize and respond to the customer's unspoken needs is the most important step toward becoming a problem-solving seller. In clear and precise detail, sales consultant Eric Baron describes the revolutionary selling strategy he's taught to Fortune 500 companies. He writes for the manager, the executive, the sales professional, and every player on the company-wide selling team, revealing how to integrate the skills of each member of your company into the selling role. Selling Is a Team Sport, the master playbook for organizing any company-wide sales team, shows you how to: ·Train every employee in your company to be part of the selling team ·Motivate your sales force to use every member of the organization ·Transform ordinary sales calls into problem-solving opportunities ·Improve communication among all your employees ·Recognize the true needs of your customers—and respond to them creatively ·And much more! Sales opportunities can develop at every level of your company—from top to bottom. This book will help you organize each level into a valuable part of the selling process for maximum success. "Companies large and small can ill afford to forgo the messages in this book. Get started on implementing Eric Baron's approach right away. If you don't, your competitors will."—Noel Capon, professor and chair of the Marketing Division, Columbia University Graduate School of Business "One of the challenges is to understand and serve the client better than the competition. By assembling a selling team with expertise, the firm is better able to listen, learn, and solve the client's problems."—John A. Ward III, chairman, American Express Bank "Outstanding. Eric Baron demonstrates how sales success is all about the execution and not the product."—Kenton A. Thompson, senior managing director, KeyCorp Cached date: AWS Called=true You may also be interested in these products:
Universally Applicable - Not Just For Sales Teams 2000-12-14 As a Human Resource Consultant, I am always looking for new ways to help organizations design and manage teams most effectively. In Selling Is a Team Sport, Eric Baron provides practical, applicable information that transcends the "sales team" and can easily be applied to all teams. In a very readable and humorous style, Mr. Baron offers his knowledge-based experience on how to obtain workable skill sets in such areas as: team building, problem-solving, needs assessment, facilitation, listening, questioning, action planning and closing. Each of these areas readily translates to all of our everyday interactions- whether it be in a team setting or on an individual basis. The applicability of this book is readily apparent, for example, the reported facts from focus groups about what "buyers" want. "Buyers" wants can easily be translated to facts about what people want in their interactions. The acronym CREST and its translation presented in Mr. Baron's book is a wonderful mnemonic to strengthen quick acquisition of these sensible approaches to dealing with people. Charts, diagrams, anectodal experiences and text make the lessons being taught by Mr. Baron easily acquired and remembered. I thoroughly enjoyed the learning experience I had when reading Selling Is A Team Sport.
A book with impactful, practical applications 2000-09-16 As a professional that has been part of the sales process from a direct sales, sales management, and marketing role I found this book to be very impactful. It offers insightful and pragmatic processes and skills that can be applied by anyone associated with the sales process. Whether you are a sales manager, a technical support professional, a product manager, or the line salesperson I think that you will find some valuable information.
I thought the processes regarding the successful facilitation of a "team" sales call to be especially interesting.
