Selling to Business: Key Principles and Concepts for Successfully Selling to Businesses

Use the power of sales to enhance your life and bring great products and services to your customers. Without formal training or experience you can learn to build a prospect list and conduct sales meetings that move people to take action. As a result, you will craft better value propositions, create win-win results, and foster life-long relationships. Your sales experience will be fun, entertaining, and rewarding. The book is organized by the three major activities in the general sales cycle: PROSPECTING, INTERVIEWING, and CLOSING. Within the PROSPECT phase you will identify contacts, conduct a pitch, and set appointments. The INTERVIEW is where you transfer knowledge and match features to needs creating benefit and a value proposition. The CLOSE phase is where you ask for the order and follow-up to provide great service, expand the relationship, and create opportunities for additional business. The book does not tell all there is to know about sales, and it is not about how to get rich quick in sales. The ultimate purpose of the book is to help those who want to get into sales understand how to approach the business of selling in a way that is value-driven.