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 Neil 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.
