Synopsis
Organize Your Whole Company for Sales Success
The old sales paradigm: R & D developed the product; the sales force sold the product. The new sales paradigm: The sales force, R & D, executives, Web developers, accountants, lawyers, inventory clerks—all of your employees—sell the product.
Selling is more about fulfilling the true needs of the customer than it is about selling a pitch out of a can. Learning how to recognize and respond to the customer's unspoken needs is the most important step toward becoming a problem-solving seller.
In clear and precise detail, sales consultant Eric Baron describes the revolutionary selling strategy he's taught to Fortune 500 companies. He writes for the manager, the executive, the sales professional, and every player on the company-wide selling team, revealing how to integrate the skills of each member of your company into the selling role. Selling Is a Team Sport, the master playbook for organizing any company-wide sales team, shows you how to:
·Train every employee in your company to be part of the selling team
·Motivate your sales force to use every member of the organization
·Transform ordinary sales calls into problem-solving opportunities
·Improve communication among all your employees
·Recognize the true needs of your customers—and respond to them creatively
·And much more!
Sales opportunities can develop at every level of your company—from top to bottom. This book will help you organize each level into a valuable part of the selling process for maximum success.
"Companies large and small can ill afford to forgo the messages in this book. Get started on implementing Eric Baron's approach right away. If you don't, your competitors will."—Noel Capon, professor and chair of the Marketing Division, Columbia University Graduate School of Business
"One of the challenges is to understand and serve the client better than the competition. By assembling a selling team with expertise, the firm is better able to listen, learn, and solve the client's problems."—John A. Ward III, chairman, American Express Bank
"Outstanding. Eric Baron demonstrates how sales success is all about the execution and not the product."—Kenton A. Thompson, senior managing director, KeyCorp
About the Author
Eric Baron, founder of the Baron Group, has more than 30 years of experience in sales and sales training. Mr. Baron formerly worked as a sales manager for Union Carbide and as vice president of sales and marketing for Synectics Inc. An internationally known public speaker, he currently provides sales training and consultation to numerous companies around the world, including American Express, Ogilvy & Mather, Chase Manhattan Bank, Bristol Myers Squibb, Prudential, J. P. Morgan, Citicorp, and Pfizer. He lives in Weston, Connecticut.
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