{"product_id":"2940044426641","title":"Quick Guide: How Top Salespeople Sell","description":"\u003cp\u003eWithin you will discover how:\u003cbr\u003e• Customers fundamentally only ask four questions:\u003cbr\u003e1. Do I trust you?\u003cbr\u003e2. What value do you bring to the table?\u003cbr\u003e3. Are you the right person\/organisation to do business with?\u003cbr\u003e4. How does it work (i.e. feature\/benefits) or how will we work together?\u003cbr\u003e• Moderate performing salespeople often answer these four questions in reverse order.\u003cbr\u003e• Top performers do things better and differently; they...\u003cbr\u003e- Focus firstly on Questions 1 and 2\u003cbr\u003e- Ask better questions that nurture insight and instil passion\u003cbr\u003e- Guide customers sensitively on a spiral journey in and out of the problems they face. The dualistic nature of this journey inspires action.\u003cbr\u003e- Engage the customer to evaluate the consequences of both action and inaction.\u003cbr\u003e- Understand and apply what CxOs expect and value from business relationships\u003cbr\u003e• Top salespeople know the answer to a CEO’s first question, “Why am I, personally, talking to you?”\u003cbr\u003e• The future of sales will rely more on truth than trust\u003cbr\u003e• How to raise your organisation's like-for-like sales performance by 20-30% or more.\u003c\/p\u003e","brand":"Paul C Burr","offers":[{"title":"Default Title","offer_id":47077766201584,"sku":"2940044426641","price":3.49,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/2940044426641_p0.jpg?v=1763960454","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/2940044426641","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}