Lessons from the eBook:
practical experience not theory
- The 4 fundamental questions when faced with an Opportunity.
- The roadmap to provide answers to the 4 fundamental questions.
- The 4 participants in any Opportunity.
- The 4 fundamental internal questions the Buyer raises.
- The 4 Statuses of an Opportunity.
- The value of a personal Sales Strategy.
- Aligning the Buying and Sales Cycles.
- Controlling the Buying Cycle.
- Eliminating the competition.
- Avoiding objections.
- How to qualify effectively and efficiently.
- Raising success ratios many fold.
- Lessons on Effective Prospecting.
- Finding your niche.
- Real life examples.
- How to negotiating Access.
- How to communicate with the Executive
- Closers vs journeymen.
- Saving time and avoiding unnecessary effort.
- And much more…..
The Science vs the Art of B2B Sales
There are the journeymen who dabble and merely go through the rote of sales engagements. Then there are those serious individuals (the Closers) who realise that in the field of B2B Sales engagements it pays to be equipped with a relevant arsenal of trusty tools. This what aQuity is all about. Essentially, it provides a Sales Strategy wrapped around a Sales Methodology and an Opportunity Management mechanism to ease the process of navigating through the many complexities presented by multiple Opportunities. In addition to providing a guiding road map, it serves to save the practitioner time and effort and time is equal to hard earned money. Its content and features provide a lot more…