Sales Hunting How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon 1st Edition by David A Monty ISBN 1430267704 978-1430267706

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Product details:

ISBN 10: 1430267704 

ISBN 13: 978-1430267706

Author: David A. Monty

 

The first year of developing a new sales territory is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on product, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than “opportunity” management. But jumping straight to opportunity will have new salespeople—or veterans developing new territories—chasing their tails for the first year or two.

As Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon details, there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level—and you’re on the wrong side. So how can you compete to win?

“Trust is the grease that makes business sales effortless,” writes sales pro and trainer Dave Monty. Opportunity metrics are important, but trust—and a few sharp insider tactics Monty reveals—is the guidepost that leads to success. His sales model therefore incorporates metrics based on trust along with traditional sales measures. That is the fuel that helps you not just turn virgin territory into a consistent revenue generator, but helps you win over potential accounts that now use competitive products.

Sales Hunting helps you start establishing trust before you step foot in a prospect’s door, and it shows you the tactics necessary to penetrate new accounts. Once you gain access, trust can be used as systematic way to build long-lasting relationships that pay dividends well beyond that first sale you make. Among other things, this book explains:

• Why most customers don’twant to buy from you . . . yet
• Why trust-based relationships enable you to open up territories and bag the biggest customers quickly
• How to qualify and rank customers based on traits
• How to get in step with the customer’s buying cycle
• How to establish trust-based and traditional sales metrics to guide your efforts

With advice based on Monty’s twenty years of IT sales and sales management experience—along with principles confirmed by academic research—Sales Hunting is an easy-to-read book that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any salesperson or sales manager developing a new territory or trying to penetrate new accounts.

Table of contents:

 Title Page
Apress Business: The Unbiased Source of Business Information
Dedication
Contents
About the Author
Acknowledgments
Introduction
PART I: Setting the Foundation
CHAPTER 1: Hunting Misunderstood
Learning to Hunt from My Barber
Selling Is a Science
It’s All About Trust
Get Ready to Learn—and Win New Sales
Summary
CHAPTER 2: Identify the Silent Sales Killers
“We Have a Guy for That”
Habitual Purchasing
Not in the Market
More on the Status Quo
Understand the Opportunity Trap
Summary
CHAPTER 3: The Buyer Process
The Buying Cycle
Example
Exercise
Summary
CHAPTER 4: The Sales Process
The Sales Cycle
Example
Exercise
Summary
CHAPTER 5: Trust
Intent
Capability
Dedication
Results
It All Matters
The Value of a Personal Relationship
Example
Summary
CHAPTER 6: Trust Sales Cycle
Broken Model
Summary
CHAPTER 7: Build Business Relationships
The Outcome of Good Relationships
Trust the System
Why Trusting the System Makes Sense
Do the Math: Opportunity versus Relationship
Summary
CHAPTER 8: Understand the Sales Equation
The Great News
Summary
PART II: Understanding First Stage Selling
CHAPTER 9: Preplanning: Prepare Yourself
Capability
What Do You Do?
Your Online Presence
Proactive Online Presence
Personal Profile
Summary
CHAPTER 10: Niche Selling
To Whom Will You Sell?
Why Niche Selling Is Effective
Trust in Niche Selling
Where Susan Went Wrong
Example: Putting Niche Selling to the Test
Summary
CHAPTER 11: Rich Hunting Grounds
Customer Traits: Company Level
Customer Traits: Individual Level
The Cycle of Purchases
Example
Traits to Consider
Work with the End in Mind
Ranking Customers
Summary
CHAPTER 12: Where to Find Customers
How to Approach Customers
Where to Get Prospects
Example
Partners
Summary
PART III: Getting Across the Threshold
CHAPTER 13: Cold Calling
Call Reluctance
How to Get a Response
Summary
CHAPTER 14: On the Phone for the First Time
Design the Call
Qualify the First Appointment
Recognizing the Golden Ticket
Summary
PART IV: Executing the Strategy
CHAPTER 15: Power in Sales
Milgram Experiment
Killing Power with One Line
Your Time Is Important
Example
Jumping Through Hoops
Summary
CHAPTER 16: Selling Strategies
Questions!
Example
A Study on
Example
Example
Questioning Skills
Summary
CHAPTER 17: Qualify the Customer
Develop Your Ideal Customer Profile
Personal Relationships
Rank and Rerank Customers
Summary
CHAPTER 18: Building Trust Before Opportunity
Why You Can Win an Incumbent’s Business
Methods to Increase Trust
Summary
PART V: Understanding and Developing Opportunities
CHAPTER 19: Qualifying and Developing Opportunity
Let Go of Poor Opportunities
Developing Opportunities Is an Art
Forecasting
Summary
CHAPTER 20: Are You Winning or Losing?
When to Engage—or Not Engage—the Customer
Which Vendor Are You?
What If You Are in the Wrong Column?
Change the Rules
Change Your Trust Levels
Summary
CHAPTER 21: Wrapping Up
Insurance Company Example
My Loss Example
Where to Start: A 30-60-90-Day Plan
APPENDIX: Resources
Index

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