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Your Roadmap to Achieving Sales Success (English Edition) Kindle版
Moloney distills over 40 years of sales and business development experience into a handbook that provides readers with a thorough understanding of the basics of B2B sales. Basics that unfortunately many new to sales, and not so new, fail to learn, fail to adopt or simply believe are no longer appropriate in an environment full of hype about Sales 3.0, sales automation, social selling and artificial intelligence.
But Moloney doesn’t ignore the changes that are happening and helps the reader understand and stay relevant in this changing environment.
Your Roadmap to Achieving Sales Success isn’t just a sales book, it’s an essential manual that anyone new to B2B sales, or those more experienced looking to refresh their knowledge on sales basics, should work through page by page; do all the exercises, write in the margins and use as their essential guide to sales success. It is a practical and compellinghandbook and even more significant, is that it’s an excellent resource for assisting sales managers in coaching their team members.
- ASIN : B07BPY8RP6
- 出版社 : MoshPit Publishing (2018/3/25)
- 発売日 : 2018/3/25
- 言語 : 英語
- ファイルサイズ : 3116 KB
- 同時に利用できる端末数 : 無制限
- Text-to-Speech（テキスト読み上げ機能） : 有効
- X-Ray : 有効にされていません
- Word Wise : 有効
- 本の長さ : 238ページ
- ページ番号ソース ISBN : 192559534X
Then why am I writing this review?
" Your Roadmap to Achieving Sales Success " is a book that provides good, common sense insights into B2B selling. It is a practical and compelling handbook for anyone new to sales, or those more experienced looking to refresh their knowledge on sales basics.
Selling is not easy. And it can be a formidable challenge for somebody new to sales - and for some not so new - to learn how to succeed.
It is tough to compete in sales. It is tough to get the attention of customers. More and more buyers do not value salespeople as much as in previous years for two reasons; firstly their experience is that many salespeople do not add value and just want to push their product or service, and secondly, they now believe they can access all the information they need to make buying decisions without the assistance of salespeople.
Yet despite these challenges, new salespeople with the right development and coaching can, and do, succeed. They learn how to help customers achieve the outcomes the customer is looking for in their business and private lives - and they learn how to do this with focus on the the customers needs - and without a primary intent of selling their product.
So, how can a new salesperson - or even a more mature salesperson - hone their skills and develop the capability to influence customers to buy from them?
One way is to read sales books. There is is a multitude available.
However, as the title of this book promises, few books provide the clear ‘roadmap to sales success’ that this book does in such a concise handbook format. It cleverly covers all the important areas of sales and applies the latest thinking and methods, in a step by step process.
The book is great for an individual salesperson as a personal sales handbook. Even more significant, is that it’s an excellent resource for assisting sales managers in coaching their team members. It provides many practical exercises for the reader to undertake - activities that will reinforce the lessons.
Section 1 of the book provides a profile of a successful salesperson.
This is a critical section for new salespeople and brings together all the leading thinking of many of the sales masters of the past and present. It starts with how to develop the right attitude for success and then covers the knowledge and communications skills needed. It demonstrates how to influence others in a positive and constructive way. Time management, teamwork and planning are all covered in a easy to learn manner. Key to success, as Moloney emphasises, is that as salespeople we must take charge of ourselves. He shows us that we need to become a leader and a manager “across the domains of our life - self, home, work and community” - and he outlines how.
Section 2 addresses how to be a successful relationship salesperson.
Important to note is that Moloney focuses on creating customer value as the key determinant of building a positive relationship. This covers older tried and tested methods as well as modern methods such as the application of ‘social selling’.
Section 3 then outlines various aspects of the end to end sales cycle, with particular emphasis on how it needs to adapt to and align with the buyer’s journey. We must be helping the customer buy - and not dictating to the customer how they should buy.
Finally the book’s Epilogue provides you with many tools and resources to help you elevate your professionalism in sales.
I close by asking you to get in the right frame of mind to get the most from this book.
Remember selling is helping and giving. The word ‘sell’ is derived from an old English/Germanic word ‘Sellan’ or ‘Sellen’ which means ‘to give’.
Your underlying intent when selling will determine your level of success and satisfaction with your sales career. If your intent is to close orders and make a lot of commission, your customers will see through that and will not trust you. If you intent is to give, to help, to create value for the customer in their context and from their perspective, your customers will trust you and you will succeed.
Wishing you every success in leveraging the gold in this book to create value for your customers - and get your share of value in return.