{"product_id":"9781484208748","title":"Trust-Based Selling: Finding and Keeping Customers for Life","description":"\u003cp\u003e    \u003c\/p\u003e\u003cp\u003eThe first year of developing a new sales territory or establishing new customers is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on products, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than \"opportunity\" management. But jumping straight to opportunity will leave salespeople chasing their tails and coming up short on payday.\u003c\/p\u003e\u003cp\u003eWith an emphasis on basic sales skills that have been refreshed for today's generation of buyers, \u003cem\u003eTrust-Based Selling\u003c\/em\u003e\u003cem\u003e \u003c\/em\u003eshows there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level—and you’re on the wrong side. So how can you compete to win?\u003c\/p\u003e\u003cp\u003e\"Trust is the grease that makes business sales effortless,\" writes sales pro and trainer Dave Monty in this quick-read book. Opportunity metrics are important, but trust—and a few sharp insider tactics Monty reveals—is the guidepost that leads to success. \u003cem\u003e\u003c\/em\u003e\u003cem\u003eTrust-Based Selling\u003c\/em\u003e—an abridgement of Monty's \u003cem\u003eSales Hunting\u003c\/em\u003e—helps you start establishing trust before you step foot in a prospect’s door, and it shows you the tactics necessary to penetrate new accounts. It also explains:\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eThe \u003cem\u003enew\u003c\/em\u003e basic sales skills as taught by master salesman Dave Monty\u003c\/li\u003e\n\u003cli\u003eWhy trust-based relationships enable you to get and keep customers for life\u003c\/li\u003e\n\u003cli\u003eHow to get in step with the customer’s buying cycle\u003c\/li\u003e\n\u003cli\u003eHow to establish trust-based and traditional sales metrics to guide your efforts\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eWith advice based on Monty’s twenty years of IT sales and sales management experience—along with principles confirmed by academic research—\u003cem\u003e\u003c\/em\u003e\u003cem\u003eTrust-Based Selling \u003c\/em\u003e\u003cem\u003e\u003c\/em\u003eis a fast read that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any new salesperson, as well as sales veterans needing to develop new skills and rekindle the zeal required to succeed in sales. \u003c\/p\u003e         What you’ll learn\u003cul\u003e\n\u003cli\u003eWhy traditional sales models do not work for new account acquisition.\u003c\/li\u003e\n\u003cli\u003eWhy long-term sales success is now built on developing a trusted relationship with the customer.\u003c\/li\u003e\n\u003cli\u003eThe best methods for achieving first meetings.\u003c\/li\u003e\n\u003cli\u003eThe best solutions to lead with.\u003c\/li\u003e\n\u003cli\u003eHow to qualify customers and opportunities.\u003c\/li\u003e\n\u003cli\u003eWhere to best spend your time.\u003c\/li\u003e\n\u003cli\u003eHow to measure and track your success.\u003c\/li\u003e\n\u003c\/ul\u003eWho this book is for      \u003cp\u003e     Salespeople and sales managers who need to expand their customer base.      \u003c\/p\u003e     Table of Contents\u003cul\u003e\n\u003cli\u003eThe Silent Sales Killers\u003c\/li\u003e\n\u003cli\u003eThe Buyer Process\u003c\/li\u003e\n\u003cli\u003eThe Sales Process\u003c\/li\u003e\n\u003cli\u003eTrust\u003c\/li\u003e\n\u003cli\u003eTrust Sales Cycle\u003c\/li\u003e\n\u003cli\u003eBuild Business Relationships\u003c\/li\u003e\n\u003cli\u003eUnderstand the Sales Equation\u003c\/li\u003e\n\u003cli\u003eWhere to Find Customers\u003c\/li\u003e\n\u003cli\u003eCold Calling\u003c\/li\u003e\n\u003cli\u003eSelling Strategies\u003c\/li\u003e\n\u003cli\u003eQualifying and Developing Opportunities\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Apress","offers":[{"title":"Default Title","offer_id":47130304872688,"sku":"9781484208748","price":17.49,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9781484208748_p0.jpg?v=1763631994","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9781484208748","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}