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Solution Selling: The Strongman(c) Process 2016, by Ed Wal
Ebook Download Solution Selling: The Strongman(c) Process 2016, by Ed Wal
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Ask most people the secret to sales success and they'll invariably answer relationships. Make a connection, crack a few jokes and it's only a matter of time before the client is eagerly signing on the dotted line, right? Well, no, it is actually very wrong. Getting on well with someone, is not enough. Sales is a process. Like any process, each element needs to be completed and agreed upon, before going onto the next and then, only when all elements are accounted for, is there a sale. Building a relationship is one small part of the mix. By focussing on rapport, salespeople are taking their foot off the gas when they've only just begun. In Solution Selling, The Strongman© Process, renowned salesman and sales trainer Ed Wal, shares his secrets of how to go from being a moderately successful salesman, into one that consistently produces extraordinary results. He unveils insights on how to: Measure, plan and qualify sales meetings and targeted prospects Identify information gaps and define the next stage. Understand the prospect's perception of the situation. Follow structure and forecast more effectively. Ed Wal has analysed and subdivided the entire buying process into this easy-to-follow guide. Presented in an accessible, step-by-step format, with tips, exercises and sample questions, Solution Selling, The Strongman© Process is an invaluable manual for anyone in the sales business, whether just starting out, or a seasoned professional. It shares a tried and tested strategy that has already transformed the selling technique of hundreds of salesmen across the globe. STRONGMAN© prepares you to convert ideas into actions that will produce results.
- Sales Rank: #884871 in Books
- Published on: 2016-05-02
- Dimensions: 7.80" h x .91" w x 5.04" l,
- Binding: Paperback
- 295 pages
About the Author
Ed Wal is an Associate Director of KEW Associates and also a founder member of The BWD Partnership. He has undertaken strategic business reviews, managed organisational change programmes and created and led major sales and marketing training programmes. Ed s background is steeped in sales. He has degrees in Economics and Business Administration and is a member of the Chartered Institute of Marketing and the Chartered Institute of Personnel. Working with KEW on numerous research assignments has given him a unique insight into market growth, development and change in the B2B environment. These engagements have provided knowledge and experience which has been used to develop sales processes that make a difference. He is continuously engaged in business strategy reviews, the management of change projects and the design and implementation of major training initiatives in the USA, Europe and Australasia.
Most helpful customer reviews
1 of 1 people found the following review helpful.
The STRONGMAN sales methodology is easily the most robust and effective approach I've come across
By Amazon Customer
The STRONGMAN sales methodology is easily the most robust and effective approach I've come across, and it is presented in this book in an engaging and clear fashion. Far beyond the usual 'tips and tricks', STRONGMAN acts as a foundation to understanding how businesses make decisions, allowing the reader to affect positive sales outcomes. As a salesperson applying STRONGMAN allowed me to take control of my sales pipeline. As an executive I've used this methodology as the backbone of building and training multiple sales organizations with fantastic results. I would highly recommend this book to anyone looking to take control of their destiny and move to the next level in their sales career.
0 of 0 people found the following review helpful.
Reserved for the Top 20%
By jordancb
A "must read" if you are in a complex B2B sales environment. I'd also highly recommend if you are a business professional in a "buyer" position, implementing business solutions. STRONGMAN provides a foundational process for establishing value-add partnerships, providing a meaningful return for all parties. It does so while driving alignment, efficiency, and effectiveness throughout the buyer journey. In an evolving landscape of sales hacks and shortcuts "of the day", STRONGMAN provides the right blend of tactics and strategies that are timeless for a solution oriented sales process.
1 of 1 people found the following review helpful.
The foundation needed to gain clarity and control In the sales process!
By CBR
I learned the STRONGMAN methodology earlier in my career and still refer back to its components 10 years later. STRONGMAN is not a tip or trick. It is way of thinking to help you gain the most clarity and have the most control over the sales process. The foundation it has given me has helped me set myself apart from the pack, earn promotions and a higher salary!
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