Page 1


ENJOY THE SALES Or What You Won’t Learn in Schools About B2B Selling

Jure Habbe 3


Content: Foreword ........................................................................................................................................................... 11 Why yet one more book about sales?

..........................................................

11

How does this book differ from other sales books? .................

14

Who is the target audience?

.....................................................................................

16

..................................................................................................................................................

21

From selling products to selling solutions ............................................

24

What to sell: products or solutions?

..............................................................

26

1. Chapter: What and How are B2B Clients Buying ....................

29

Introduction

Quiz: What and how are B2Bclients buying?

....................................

31

What do B2B clients buy

............................................................................................

33

How do B2B clients buy

..............................................................................................

37

When do B2B clients buy

..........................................................................................

40

Who will buy from B2B clients

..........................................................................

42

Who will buy from B2B clients

..........................................................................

44

Where do B2B clients purchase

........................................................................

49

Who will buy from the cheapest supplier and why ..................

51

Who chooses the supplier and who approves the decision .................................................................................................................................

56

How is public sector buying

..................................................................................

58

Expectations of B2B buyers after sale agreements are made ..........................................................................................................................................

59

7


E N J OY T H E SA L E S

First case: The forklift story

......................................................................................

61

Second case: Computerized accounting software .....................

66

Summary: What we need to know about B2B buyers

68

...........

2. Chapter: Sales Attitude .................................................................................................... 71 Quiz: What is your sales attitude?

.....................................................................

Mental blocks that prevent successful sales

71

.......................................

74

.................................................

79

Summary: What do we need to know about sales attitude ...............................................................................................................................................

82

3. Chapter: Searching for and Creating Sales Opportunities ................................................................................................................................

83

Quiz: How do you successfully create sales opportunities? ..........................................................................................................................

83

What are sales contacts and sales opportunities

85

Be the doctor to your buyer’s problems

.........................

How to develop sales contacts into real opportunities 7 methods for creating sales opportunity

......

88

............................................

96

The most important list of sales opportunities An example of creating a sale opportunity

.............................

106

.........................................

107

Summary: What do we need to know about creating sales opportunity .................................................................................................................. 113

4. Chapter: From Sales Opportunities to Sales ................................... 115 Quiz: Are you a trustworthy person? How to build up trust

............................................................

117

......................................................................................................

119

8


Content:

How to find the right solution ............................................................................. 132 When to present an offer and how How to successfully close a sale

................................................................

140

........................................................................

146

.

152

...............................................

154

How to proceed when not being the client’s first choice What to do when a sale is not successful

Summary: What do we need to know about taking advantage of sales opportunities ..................................................................... 157

5. Chapter: Key Tools for Successful Sales Marketing

..............................................

159

.......................................................................................................................................

160

Telemarketing E-mails

............................................................................................................................

161

................................................................................................................................................

164

Questions

.......................................................................................................................................

References

......................................................................................................................................

166 174

Summary: What do we need to know about key tools for successful sales .............................................................................................................. 178

6. Chapter: What Managers Should Consider When Contemplating Sales ...................................................................................... 181 Quiz: What do you know about sales? ........................................................ 181 Mission and fundamental values of the company

.....................

How to build long-term relationships with your buyers

....

196

....................................

200

..................................................

206

What sales personnel do we select and how How to direct and lead your sales team

183

Summary: What managers should consider when contemplating sales ........................................................................................................... 211

9


E N J OY T H E SA L E S

7. Chapter: Truths and Falsehoods About Marketing and Sales .............................................................................................................................................. 213 8. Chapter: A Shortcut to Success in Sales ............................................. 229 9. Chapter: Quick Self-evaluation of Sales in Your Company ............................................................................................................................ 235 10. Chapter: Short Content

...................................................................................................

241

Closing Remarks ................................................................................................................................. 249 Appendix: Quiz Results

.............................................................................................................

Recommended Reading Acknowledgments

253

..........................................................................................................

261

............................................................................................................................

263

About the Author ................................................................................................................................. 265

10

ENJOY THE SALES  

The book which will change your conception of B2B selling.

Read more
Read more
Similar to
Popular now
Just for you