MAJOR ACCOUNT SALES STRATEGY
An Arsenal of Shrewd Tactics
and Winning Strategies to Make You a Major Account Sales Success
Knowing how to get to the decision maker, deal with the competition, understand buyer
psychology, and service the client these are the keys to success when you need to nail
down major accounts. Now, for the first time, here's a book of practical, proven-effective
strategies and tactics for the entire major account sales cycle.
Based on Nell Rackham's
exhaustive research, the strategies you'll find here will enable you to...
Tailor your selling strategy
to match each step in the client's decision-making process.
Ensure that you won't lose
your customers because you'll know the psychology of the buyer and how to respond to their
doubts.
Gain entry to accounts
through many different windows of opportunity.
Deal with competitive
situations, take on bigger competitors, and win using strategies that the author's
meticulous research shows are employed by the most successful salespeople.
Handle negotiations,
concessions on price, and term agreements skillfully and effectively.
Offer the ongoing technical
and maintenance support that keeps your major accounts yours.
From a world-renowned sales
innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales
success in your hands. Make it yours today. Read Major Account Sales Strategy.
214 pages