| Visionary Selling: How to Get to Top Executives and How to Sell Them When You're There Contributor(s): Geraghty, Barbara (Author) |
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ISBN: 1416578382 ISBN-13: 9781416578383 Publisher: Simon & Schuster OUR PRICE: $17.05 Product Type: Paperback Published: September 2007 Annotation: In an era of corporate downsizing and stringent budgets, finding the rights sales approach is more crucial than ever. This book presents an innovative approach to sales success which challenges salespeople to sell beyond the product to achieve a long-term alliance with their customers. |
| Additional Information |
| BISAC Categories: - Business & Economics | Sales & Selling - General - Business & Economics | Entrepreneurship - Business & Economics | Marketing - General |
| Dewey: 658.85 |
| Physical Information: 0.62" H x 6" W x 9" (0.67 lbs) 240 pages |
| Descriptions, Reviews, Etc. |
| Publisher Description: Innovative and on the cutting edge, Visionary Selling shows you how to sell effectively to top decision makers by going beyond the hard sell of a specific product to aligning with the broader vision of top management. As a result of reengineering and the trend towards new horizontal management structures, top executives are more accessible and more responsive to outside sources of information and ideas. By discovering customers' vision and formulating innovative ideas to enhance their businesses, salespeople can cross the boundary of sales to perform as business allies in a collaboration to fulfill the vision of their customers. The sales results can be spectacular. In this practical and informative book, top saleswoman and professional trainer Barbara Geraghty explains that the best way to sell to a CEO or other top-level executive is to learn to think like one. Her Visionary Selling program will guide you through every step of this innovative process, using helpful true-life examples of how salespeople have used this approach effectively. You'll also learn how to discover the customer's vision, values, and core competencies; how to package the information into a strategic collaboration; and how to communicate a pertinent story that adds value at the executive level. With her gift for making complex ideas accessible, Geraghty explains:
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