Selling to the Top
David Peoples' Executive Selling Skills

David A. Peoples (Author)

9780471581055, Wiley

Paperback / softback, published 6 July 1993

256 pages
23 x 15 x 1.7 cm, 0.318 kg

David Peoples reveals how you can reach the decision makers at thetop and clinch the sale. It's tougher than ever to win over today'scustomers, but it helps to have David Peoples on your side. Thisinternationally known author, speaker, and sales trainer hasalready trained over 8,000 IBM salespeople in his highly successfulsales program. He gives you proven strategies for getting your footin the top executive's door, building a relationship, and makingthe sale. In Selling to the Top, he tells you:
* How to quickly identify the decision makers
* How to figure out who is the Dominant Influencer (DI)
* How to meet Mr./Ms. Big (it's much easier than you think)
* How to size up Mr./Ms. Big before you've met
* How to develop a detailed plan for calling on executives and howto talk their language by knowing their goals
* Everything you'll need to know about the art of persuasion,including how to win, three things that are necessary to persuadeanother person, how to build trust, and the five most powerfulbuying motives
* How to differentiate yourself from your competitor

Why Call at the Top?.

How to Identify the Decision Makers.

Am I Going to Win or Lose?.

How to Meet Mr./Ms.

Big.

One-Half Day at the CIA.

Sizing Up Mr./Ms.

Big.

What to Talk About?.

The Art of Persuasion.

Presenting the Answer.

Dream, Desire, and Fire.

Epilogue.

Subject Areas: Finance & accounting [KF]