Overview
As a result of reengineering and the trend towards new "horizontal" management structures, top executives are more accessible and more responsive to outside sources of information and ideas. By discovering customers' vision and formulating innovative ideas to enhance their businesses, salespeople can "cross the boundary" of sales to perform as business allies in a collaboration to fulfill the vision of their customers. The sales results can be spectacular.
In this practical and informative book, top saleswoman and professional trainer Barbara Geraghty explains that the best way to sell to a CEO or other top-level executive is to learn to think like one. Her Visionary Selling program will guide you through every step of this innovative process, using helpful true-life examples of how salespeople have used this approach effectively. You'll also learn how to discover the customer's vision, values, and core competencies; how to package the information into a strategic collaboration; and how to communicate a pertinent story that adds value at the executive level. With her gift for making complex ideas accessible, Geraghty explains:
- How to "cross the boundary" of sales and become a business ally of your customers
- How to turn gatekeepers into allies (illustrated by success and horror stories from CEO administrative assistants at Fortune 500 companies)
- How to use the Internet to research industry issues, specific company information, and marketplace trends and opportunities
- How to approach executives through e-mail with compelling ideas and valuable information for their businesses
- How to craft a pertinent and provocative presentation that contains key elements of interest and value to an executive
Challenging its readers to look beyond the product to the achievement of a long-term alliance with their customers, Visionary Selling will be the turning point in the careers of salespeople everywhere.
This book title, Visionary Selling (How to Get to Top Executives and How to Sell Them When You're There), ISBN: 9781416578383, by Barbara Geraghty, published by Simon & Schuster (September 24, 2007) is available in paperback. Our minimum order quantity is 25 copies. All standard bulk book orders ship FREE in the continental USA and delivered in 4-10 business days.
Unlike Amazon and other retailers who may also offer Visionary Selling (How to Get to Top Executives and How to Sell Them When You're There) books on their website, we specialize in large quantities and provide personal service, from trusted, experienced, friendly people in Portland, Oregon. We offer a Price Match Guarantee, and QuickQuote form, to make purchasing quick and easy.
Prefer to work with a human being when you order Visionary Selling (How to Get to Top Executives and How to Sell Them When You're There) books in bulk? Our Book Specialists are standing by Monday-Friday 8-5 PST, ready to help!