By Anthony Parinello
There hasn't ever been a revenues booklet that provides you one-on-one, own aid to catapult your revenues occupation and your individual source of revenue to a degree that might shock you and surprise your revenues manager!
You'll cease:
* squandering precious invaluable promoting time with 'non-decision' makers
* getting any rejection whatever from gatekeepers
* operating your keester off for itsy, bitsy sales
* wasting revenues that you just concept you have been going to win
* no longer making your revenues quota
You'll commence:
* making revenues which are as much as sixty five percentage bigger
* slicing your revenues cycle in half
* getting up to a hundred and twenty percentage extra add-on enterprise out of your present customers
* getting VITO to VITO referrals worthy natural gold
* making the source of revenue that you just particularly deserve
Read or Download Selling to VITO the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale. PDF
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Extra resources for Selling to VITO the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale.
Example text
At that time, one of the key persons who was most influential upon this purchase in Client C’s organization had already enjoyed a satisfactory collaboration with a competitor, the joint venture of a European company. As one of the main overseers of this deal, he utterly refused to take on a second supplier. And though other relevant key persons were not so firm in this position of denial, the fact of the matter was that no number of visits to Client C would dislodge the extant contract with the competing supplier.
But the notion of customer is itself too fuzzy and does not provide much help to the sellers regarding the way they should interact and communicate with an individual consumer or a purchasing organization. “Customer” has indeed a broad meaning and is used by many people in many different circumstances. To deal with the fuzzy and broad nature of this term, we sometimes make such a statement that a customer can be an individual or an organization. But, such a categorization does not provide much help as to who will influence the buying decision, to what extent, and for what reasons; indeed, while sales that involve organizations are known to be complex, the ones that target individuals are not simple either; individual customers evolve within their social surrounding which tends to influence their behavior to a significant extent.
Later on in the book, we will further explore why and how various relationships can help salespeople hone their selling techniques. The question will be considered sociologically and explore why some key people are willing to provide valuable information, while others are not. SELLING STATUS INDICES Selling, in a sense, amounts to a process of communication – the exchange of information among individuals with disparate interests and levels of interest in completing a transaction. But the trouble with processes of communication is that they are, to each participant, a necessarily subjective experience; the underlying thoughts and motivations of the involved key persons may be elusive or deliberately clandestine.
