Bottom-line SellingBottom-line Selling
the Sales Professional's Guide to Improving Customer Profits
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eBook, 1999
Current format, eBook, 1999, , Available.eBook, 1999
Current format, eBook, 1999, , Available. Offered in 0 more formatsIn today's information economy, establishing and maintaining profitable long-term customer relationships requires more than dropping off a business card and presenting your product. Salespeople have to know their customers' needs intimately before they can sell "solutions." Bottom-Line Selling gives you the fundamental tools to understand your customers' business issues and to represent yourself credibly as a true consultant who can deliver financially measurable business solutions. This book will help you confidently speak the language of high-level decision makers in your customers' organizations. It will arm you with the practical skills to improve your customers' profits--and your own sales performance. Bottom-Line Selling is the first book to look at financial statements and business issues solely from the point of view of the professional salesperson. Every concept in this book can be put to work immediately to give you a lasting competitive edge. If you really want to be a consultative sales professional, you must intimately understand your customers' business issues and be able to express the value of your solution in terms of the impact on their bottom line. This book shows you how to make sense of your customers' annual reports (with the boring bits left out except when absolutely necessary), build the value of your solution, and sell it at the highest levels in the customer's organization. The concepts and techniques in Bottom-Line Selling will make you a key part of the customer's value equation. Jack Malcolm is founder and president of Falcon Performance Group(www.falconperformance.com), a company dedicated exclusively to preparing sales professionals for the demands of today's turbulent business world by improving their sales planning, financial planning, and personal communication skills. He is a speaker, trainer, and sales consultant who specializes in strategic sales planning and consultative selling. Previously, he spent ten years in the corporate and commercial banking arena, and this experience has given him a unique insight into the needs and aspirations of executive decision makers.
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- Lincolnwood, Ill. : Contemporary Books, c1999.
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