Spontaneous Combustion - Discovering the Customer's Problems, Passions, and Priorities

Kordell Norton

Description

Tools and Insights for Consultants, Salespeople, and Professionals for Creating Trust Based Relationships

Discover the power of the questions used by expert sales people. Learn the secrets of recording customer answers and catapult your sales to fantastic heights.

Customers want trusted advisors who understand their issues. Learn how to get your customer to share the deep insights of their world and how you can help them . . . and sell more in the process.

This book contains information that will help you:

- Establish conversational and consultative behaviors in every sales call.
- Get clear understanding of the customer's priorities and problems.
- Motivate the customer to take action

Sujets

• Vente
• Employabilité, métiers et formations
• Selling
• Economics
• Business
• Sales
• Gestion des ventes

Informations

• Publié par: eBookIt.com
• Date de parution: 27 mars 2018
• Nombre de lectures: 1
• EAN13: 9781456630867
• Langue: English
• Poids de l'ouvrage: 3 Mo

Extrait


Discovering the Customer’s Problems, Passions and Priorities
By Kordell Norton
Tools and Insights for Creating Trust Based Relationships for Sales.
Spontaneous Combustion
Discovering the Customer’s Problems, Passions and Priorities
Tools and Insights for Creating Trust Based Relationships
By Kordell Norton
© Copyright 2018, all rights reserved
Revised and Updated
First Edition
No part of this book may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying, recording or by any information storage and retrieval system, without written permission from the author, except for the inclusion of brief quotations in reviews.
Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representation or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties or merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages including but not limited to special, incidental, consequential, or other damages.
Unattributed quotations are by Kordell Norton
Cover by author
ISBN-13: 978-1-4566-3086-7
Published in eBook format by

eScholars Publishing
Division of eScholars LLC
552 W 550 N, American Fork, Utah 84003
United States of America
Converted by http://www.eBookIt.com
“Light a fire under your sales team? I wish I would have thought of this…peanut butter and chocolate…consultative selling and graphic recording, what a hot mixture. Every Selling Professional will increase their effectiveness and generate more revenue with this book. Brilliant!
Terry “T.J. Wisner, MA
The CPO Institute
“To say that I am impressed is an understatement. Finally some new concepts for selling in TODAYS environment. The cultural change in buyers behaviors now require this kind of format that leads the prospect and the sales rep into a joint PARTNERSHIP. This book is all about that Customer Retention.”
Buzz Butler
National Sales Manager, Brody Chemical Incorporated
“Finally a sales book that brings you into the 21 st Century. Concise for those who want the quick read and simply relevant for real world application. This one will drive your sales upward.”
Barry Leaventon
Director of National Accounts, Direct Connect Group
"The old systems have outlived their usefulness and Kordell has given us a much needed aide to go beyond just selling a product to making us trusted advisors to our customers."
Bob Cannon, CMC
Management Consultant
WOW!! This book is wonderful. The messages are simple, succinct and powerful. This is an excellent book for EVERY sales person, new or advanced. These principals will significantly improve the 3R's; Relationships, Results and Revenues.
Wade Norton
Vice President Operations - Komatsu Equipment Company
The information contained in Spontaneous Combustion is like the author – Out of the Box on insights . . . and moving to higher heights.
Doug Johnson
Executive Director, Twinsburg Chamber of Commerce
Table of Contents
Introduction
Chapter 1
The Discovery
Chapter 2
The Questions
Chapter 3
Graphic Recording, Note Taking and Sales Call Sheets
Appendix
The Sales Cycle
Kordell Norton
Excerpt from Throwing Gas On The Fire: Creating drastic change in Sales and Marketing