Sales Hunting How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon EPUB

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David A. Monty, "Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon"
2014 | ISBN: 1430267704 | 278 pages | EPUB, MOBI | 7 MB

The firstyear of developing a new sales territory is a daunting task-especially in dog-eat-dogindustries. The traditional advice is to trainquickly on product, grab a customer list, start calling for appointments,discover opportunities, and close deals. In fact, almost every sales model outthere is based on nothing more than "opportunity" management. But jumpingstraight to opportunity will have new salespeople-or veterans developing newterritories-chasing their tails for the first year or two.
As SalesHunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon details, there is a significantproblem you must overcome when opening up new accounts and territories. Nomatter what you are selling, your prospect already has a trusted relationshipwith an incumbent vendor and will continue to buy from that vendor even whenyou have the better solution. The playing field is not level-and you're on thewrong side. So how can you compete to win?

"Trust isthe grease that makes business sales effortless," writes sales pro and trainerDave Monty. Opportunity metrics are important, but trust-and a few sharpinsider tactics Monty reveals-is the guidepost that leads to success. Hissales model therefore incorporates metrics based on trust along with traditional salesmeasures. That is the fuel that helps you not just turn virgin territory into aconsistent revenue generator, but helps you win over potential accounts thatnow use competitive products.

Sales Hunting helps you startestablishing trust before you step foot in a prospect's door, and it shows youthe tactics necessary to penetrate new accounts. Once you gain access, trustcan be used as systematic way to build long-lasting relationships that paydividends well beyond that first sale you make. Among other things, thisbook explains:
Why most customers don't want 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 managementexperience-along with principles confirmed by academic research-Sales Hunting is an easy-to-read bookthat is packed with real-life examples and prescriptions for achieving salessuccess. It will prove a lifesaver for any salesperson or sales managerdeveloping a new territory or trying to penetrate new accounts.

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