Applied psychology in the business-to-business sales call.
The Rapid Sales Success™ book is filled with tools to help you be a more effective sales consultant. Thankfully, this is accomplished by enhancing a specific skill set you already possess. This skill set will be the gateway for your discovering and handling stressful areas in a prospect's business life, as it concerns your product or service.
It turns out that a prospects' perceived stressful periods hinder their now decision-making abilities. Rapid Sales Success utilizes a specialized targeted "wants" analysis, called a Commonality of Issues Sheet that engages the prospect’s thought-software, at their reality level, so you can give them freedom from hesitancy and procrastination in their decision-making.
The Rapid Sales Success system dives in to discover emotional implications during stressful periods in the prospect's business life, and then provides "solutions", so that as consultants we can aid the survival of the business owner, and create more revenue for all. Through the utilization of demographics, psychographics, Analysis, and face-to-face calls to track Critical Success Factors - Rapid Sales Success presents a sales consultant technology based on 21st century concepts.
This book is the template for selling to the C-Level suite. Learn how to extract THIER buying process, not impose your selling style. Joe has identified the key elements in getting into the buyers head and understanding how to address their "Top of Mind" issues and buying motivation without acting like a "sales" person.
Buy this book, absorb the key elements and watch your closing and retention ratios skyrocket!