Value Forward Selling
Table of Contents
Chapter 1 Understanding Management Prospects
- Who Are You and Why Should Management Buy From You
- Why You Should Focus All of Your Energies on Selling to Management
Only
- Who Is Considered To Be Management
- Why Selling to Management Shortens Your Sales Cycle
- Five Fallacies of Professional Selling
- Why Most Salespeople Do Not Sell to Management More Often
- Selling to Management is a Premeditated Sport
- Review and Exercises
Chapter 2 Developing Your Sales Value Proposition
So You Are Seen as a Peer
- How to Position Yourself as a Business Peer
- What Is a Sales Value Proposition (SVP)
- Why Do You Need a Sales Value Proposition
- How to Become a Pain Management Specialist and Sell More
- How to Develop Your Sales Value Proposition
- Review and Exercises
Chapter 3 Finding Management and Penetrating
the No-Talk Zone
- What Is Parallel Imaging
- How to Develop a Senior Executive Dictionary to Communicate
Like a Peer
- Review and Exercises
Chapter 4 Generating Leads: Marketing to Management
- Why Most Marketing Materials and Methods Fail to
Generate Qualified Management Leads
- How Branding Can Affect Your Sale
- How to Maximize Brand Effectiveness
- How to Maximize Lead-Generation Effectiveness
- The Best Methods to Generate Management Sales Leads
- Which Direct Mail Programs Generate Leads
- How White Papers Can Be Used As Marketing and Sales Tools
- How to Use Executive Seminars to Generate Prospects
- What Is Engagement Marketing™ and How Does It Shorten
Your Sales Cycle
- How to Use Channel Partners and Networking to Build Your
Pipeline
- How to Use the Touch Management Program to Communicate
With Your Prospects
- Review and Exercises
Chapter 5 Generating Leads: Cold Calling Management
Success Techniques
- The Goal of Cold Calling
- How to Develop Your Telemarketing Script So Management Takes
Your Call
- Cold Calling FAQs
- How to Handle Cold Calling Sales Objections
- How to Manage Gatekeepers
- Review and Exercises
Chapter 6 Meeting the Prospect for the First
Time
- What to Expect During the First Meeting
- Steps of the First Meeting
- Talking Points for Prospect Meetings
- Managing the First Meeting
- Mining for Opportunities
- Your Twenty Minutes Are Up - Now What Do You Do
- Review and Exercises
Chapter 7 Presenting to Prospects – The
Executive Briefing Designed for Management
- What to Expect During the Executive Briefings/Discovery
Meetings
- Giving Whiteboard Presentations
- Preparing for Your Executive Briefing
- Building Your Talking Points Script
- Planning for the Three Box Monty™ - Executive Presentations
to Increase Your Success
- Using the Three Box Monty™ for Your Executive Briefing
- Wrapping Up the Three Box Monty™ Presentation
- Using Slide
Presentations That Make Management Pay Attention
- Using Portfolio Presentations
- Review and Exercises
Chapter 8 Preparing a Management Proposal That
Works
- Management Proposal Basics
- Executive Proposal Pitch
- Psychological ROI and Why It Makes Management Buy
- Price Is Not Always Relevant
- Request for Proposal (RFP)
- Proposal Format
- Review and Exercises
Chapter 9 Negotiating With Management
- Who Should You Negotiate With
- What Should You Negotiate
- How to Negotiate From Value, Not Win-Win
- Negotiation Personality Types and How to Manage Them
- How to Use Concession Management When Negotiating
- Guidelines to Create a Concession List
- Emotion Management When Negotiating
- Six Steps to Force Prospects to Prove They Are Qualified Buyers
During Negotiation
- Fifteen Tactical and Strategic Steps to Use When
Negotiating
- Seven Questions You Must Answer to Close Any Deal
- Review and Exercises
Chapter 10 Selling to Targeted Key or Major
Accounts
- Mapping Your Key Account Territory
- Mapping Individual Accounts
- Penetrating Key or Major Accounts
- Selling to Decision Makers and Influencers at the Same Time
- Using the Pursuit Sales Team Model to Increase Key Account Revenue
- Review and Exercises
Chapter 11 Managing Your Sales Cycle and Forecasting
- SAP and MAP Management
- Date Management Plan
- How to Develop a Date Management Plan
- Review and Exercises
Chapter 12 Managing Sales Objections
- Moving a Stalled Deal Forward
- Managing the Prospect’s Perception of Risk
- Review and Exercises
Chapter 13 Using Storytelling as a Business
Sales Tool
- Building Your Executive Storytelling Format
- Personalizing Your Business Story So Management Prospects See
Your Value Up Front
- Review and Exercises
Chapter 14 Managing Your Competition
- It’s Not Who You Are—It’s Who You
Sell Against
- Dealing With Competitors—Kill or be Killed
- Types of Competition
- Review and Exercises
Chapter 15 Following Up After the Sale
- Developing a Relationship with Your Client
- Action Steps to Take After the First Sale
- Review and Exercises
Chapter 16 Making a Difference with Business
Ethics
- Understanding Why Ethics Is Important
- Responsibility of the Buyer
- Review and Exercises
Conclusion
Also included:
- Sixty-Day Sales Action Plan™ To Help You
Increase Your Sales Commissions Immediately
- Example Forms Needed For Our Program
After reading this book, you will learn:
- How to develop a unique Sales Value Proposition.
- How to paint a picture that makes executives
listen.
- How to find technology prospects that you may
not be aware of.
- How to penetrate the C-level barrier.
- How to set up appointments with decision makers
and find IT business opportunities.
- How to handle your first appointment and set up
succeeding appointments to generate an IT proposal request.
- How to present your Sales Value Proposition so
the C-level executive will see you again.
- How to present your technology to a C-level executive
and make them listen.
- How to develop a technology team talking point
script that will manage your presentation.
- How to mine for business opportunities.
- How to submit a technology proposal that gets
read and win deals.
- How to use psychological ROI to close deals.
- How to benefit from a Marketing Action Plan (MAP™).
- How to use date management to increase your sales.
- How to deal with technology competition and close
more deals.
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now! |
