Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals, by Nick Kane, Justin Zappulla
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Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals, by Nick Kane, Justin Zappulla
Read and Download Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals, by Nick Kane, Justin Zappulla
Master these top-performing sales skills to dominate the marketplace
Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction.
Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to:
- Connect with customers on a deeper level to build trust
- Present a persuasive and value-based solution tailored to your customer’s needs
- Handle pricing pressure, doubt, and objections with confidence
- Utilize proven methodologies that help you close the sale
Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.
Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals, by Nick Kane, Justin Zappulla- Amazon Sales Rank: #1417450 in Books
- Published on: 2015-10-19
- Original language: English
- Number of items: 1
- Dimensions: 9.30" h x .90" w x 6.30" l, .0 pounds
- Binding: Hardcover
- 224 pages
From the Inside Flap
Sales isn't about gimmicks, gadgets, or the next silver bullet. Research shows us that a successful sale comes down to a few critical moments during the sales process between the customer and the sales professional. Critical Selling presents an actionable system for sales professionals in every industry who want to improve their approach to identify and capitalize on these critical moments, shorten the sales cycle, and close more deals.
For the first time, the award-winning sales training program from Janek Performance Group is available in a convenient guide for the self-motivated professional. This system is the result of a decade of ongoing research into how customers make their decisions and why top-performing sales professionals win more sales. A cover-to-cover training program, the turnkey performance booster shared in Critical Selling brings you up close to the strategies, skills, and best practices of top-performing sales professionals.
Trusted by some of the most recognized brands in the world, this wildly successful sales approach provides step-by-step insight into how to successfully sell to today's more-informed buyers, by looking at how to:
- Strategically plan for each sales call and differentiate from the competition
- Always know the right thing to say to quickly begin the rapport-building process
- Discover known and unknown customer needs to build trust and fast-track a sale
- Build the confidence customers need to make purchasing decisions
By fine-tuning your sales approach with Critical Selling, you can achieve more impressive sales results and bring more value to your customers—time and again.
Whether you're seeking to improve your own sales performance or to turn around an entire sales department, this real-world guide has all the answers to the challenges you will face. Convenient checklists and real-world examples make it easy to work the concepts covered into your everyday routine to become the top seller everyone else chases—just ask the thousands of alumni already leading the pack.
Become the insightful educator, trusted advisor, and professional salesperson today's sophisticated buyers are looking for by discovering the secrets of Critical Selling.
From the Back Cover
What it takes to be a top seller
Transform your sales approach with Critical Selling, the dynamic and powerful guide to accelerate the sales process and close more deals. From Janek Performance Group, the award-winning sales training and consulting firm, this research-based selling system shows you how top performers differentiate from the competition, develop stronger, longer-lasting relationships with their customers, and ultimately win more business. Salespeople in every industry, B2B and B2C, can think, act, and communicate in a customer-focused way throughout the selling cycle to:
- Accelerate the sales process by quickly discovering what is most important to the customer
- Stand out from the competition by adding value and insight to the sales discussion
- Close more deals by creating meaningful connections and trust with customers
- Present a persuasive and value-based solution tailored to the customer's unique needs
- Reduce and overcome challenging customer objections and pushback
Praise for critical selling
"After diligently researching the top-performing salespeople and studying their sales behaviors in a rapidly changing environment, the authors have created a state-of-the-art blueprint that leads to greater sales success. The book recognizes that buying has changed in fundamental ways and salespeople that adapt faster will own the future." —Gerhard Gschwandtner, Founder and CEO, Selling Power
"After implementing the authors' Critical Selling model within our sales organization, the results were profound! Within a short period of time, we had created a new sales culture, leading to an enhanced customer experience, increased employee satisfaction, and millions of dollars in additional sales. I highly recommend this book!" —Jeffrey Krueger, Director, Consumer Lending Operations, Discover Financial Services
"If you want to take your sales performance to the next level, this is the book for you! Critical Selling is packed with research-based tips from top performers and real-life strategies that work." —Lisa Pearne, Vice President Sales, California Casualty
"Anyone who thinks modern selling still involves a twentieth-century 'sales cycle' needs to learn the lessons of this book, particularly Chapter 6. It's a 'buyer's journey' today, and the spoils of modern business warfare accrue fastest to sales leaders willing to adapt to the tidal shifts in power, data, and influence that now dictate how we have to sell." —Peter Ostrow, VP, Sales Effectiveness Research, Aberdeen Group
About the Author
NICK KANE is a managing partner of Janek Performance Group and co-creator of the Critical Selling® methodology. A recognized thought leader and sales performance expert, he guides numerous organizations in improving their sales effectiveness.
JUSTIN ZAPPULLA is a managing partner of Janek Performance Group and co-creator of the Critical Selling® methodology. In addition to successfully working with hundreds of well-known brands to develop and implement strategic sales performance solutions, he has trained and coached more than 15,000 sales and sales management professionals worldwide.
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Most helpful customer reviews
2 of 2 people found the following review helpful. but by following the skills and best practices the two authors detail throughout the book By Amazon Customer Sales isn’t rocket science, but by following the skills and best practices the two authors detail throughout the book, everybody can succeed in sales. For someone like me, who has been in sales for quite some time, the biggest challenge is that you become complacent in your role and assume you’ve heard it all from your customer. Kane and Zappulla make a good counter argument of how important it is to put your assumptions aside and listen to the customer and in the process become more aware of their needs.I think Critical Selling would help some sales reps and managers rethink their approach to making a sale. Highly recommended.
0 of 0 people found the following review helpful. Great book for anyone in sales By Amazon Customer It arrived in less than two days (thanks, Amazon!) and has been a great read, especially for someone with little to no experience who is just starting out in sales. Tons of info and I love the chapter summaries, making it a great resource.
0 of 0 people found the following review helpful. Five Stars By Amazon Customer this book is great. I definitely recommend it!!!!!!!
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