The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power--more information, more at stake, and more control over the sales process--than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to "challenge," "teach," "help," give "insight," or sell "value." And a relentless onslaught of "me-too" competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge--controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch--are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It's no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling--Sales EQ--to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You'll learn: * How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no * How to master 7 People Principles that will give you the power to influence anyone to do almost anything * How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle * How to Flip the Buyer Script to gain complete control of the sales conversation * How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged * How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections * How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling * How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process * How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers * And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).
The objective of this Master s thesis project was to provide comprehensive managerial implications that need to be thought over when constructing and distributing web surveys to collect international customer satisfaction information in a B2B environment. This project was conducted by means of qualitative research. Secondary research of academic- and other articles, was conducted on a particular set of topics pertaining to the research questions. From the knowledge and insight drawn from the secondary sources of research, primary research was initiated. This segment of the research was conducted with three open-ended interviews, where the literature review provided crucial elements to be discussed with the interviewees.
The green marketing and the green consumers are the terms in the heading for the healthier future of human kind. The aim of this work is to provide the insight into the future of green marketing and green consumers among the generation Z in Turkey. The sample is taken from one high school located in Eskisehir in Turkey. There are two parts within, theoretical and practical. Practical part includes quantitative research on mentioned sample and it is the continuation of theoretical part. Theoretical part, on the other hand, overlaps the prospective of green marketing in B2B and green consumers, as part of B2C. All together, they are giving a picture of the projections of the future in this field in Turkey, with pointed out conclusion about potential of green consumers among generation Z, awareness of sustainable issues and suggestions in future education.
The B2B marketplace is going through a major transformation. Both existing and new players are experimenting with new marketing solutions as they lack a seamless flow of information among customers, suppliers and their employees. One of the most important concern for marketing managers of today is the way business organisations purchase products. Customer satisfaction is the key to every organization s success. One ultimately wants customers to be happy with products and services it provides. Therefore customer insight is vital to any business. Organizations constantly try to grab the opportunity of getting more and more quality customers as well as retain them in a long run with the help of their relationships. Business organisations have been forced to adapt their marketing and purchase process due to the recent developments in global environments. The B2B marketplace offers a blend of opportunities to the organizations due to its speed, variety, control, communication access and strong distribution. Therefore, the book investigates the B2B markets in Mineral sector in Indian Sub-continent.
Investment goods and services require the particular acceptance of buying, technical and strategic departments in customer organisations. The empirical evidence of large scale consumer (B2C) studies therefore bear no validity for B2B decision scenarios in large corporations. Monika Maria Möhring draws on deep insight in an industry-leading multinational corporation's automation, IT, MRO, warehousing and process innovation projects. She scrutinises the build-up and optimisation of sustainable supply relationships. This book depicts the idea, testing, and use of a comprehensive research agenda and methodology for value networks and dyads therein. It introduces a diagnostic industry-proven scorecard and highlights its application for managerial governance of strategic supply chains.
The spread of the Internet into all areas of business activities has put a particular focus on business models. The digitalization of business processes is the driver of changes in company strategies and management practices alike. This textbook provides a structured and conceptual approach, allowing students and other readers to understand the commonalities and specifics of the respective business models.The book begins with an overview of the business model concept in general by presenting the development of business models, analyzing definitions of business models and discussing the significance of the success of business model management. In turn, Chapter 2 offers insights into and explanations of the business model concept and provides the underlying approaches and ideas behind business models. Building on these foundations, Chapter 3 outlines the fundamental aspects of the digital economy.In the following chapters the book examines various core models in the business to consumer (B2C) context. The chapters follow a 4-C approach that divides the digital B2C businesses into models focusing on content, commerce, context and connection. Each chapter describes one of the four models and provides information on the respective business model types, the value chain, core assets and competencies as well as a case study. Based on the example of Google, Chapter 8 merges these approaches and describes the development of a hybrid digital business model.Chapter 9 is dedicated to business-to-business (B2B) digital business models. It shows how companies focus on business solutions such as online provision of sourcing, sales, supportive collaboration and broker services. Chapter 10 shares insight into the innovation aspect of digital business models, presenting structures and processes of digital business model innovation. The book is rounded out by a comprehensive case study on Google/Alphabet that combines all aspects of digital business models.Conceived as a textbook for students in advanced undergraduate courses, the book will also be useful for professionals and practitioners involved in business model innovation, and applied researchers.
This book provides an insight into commercial relations between large economies and Small States, the benefits of regional integration, the role of Small States as financial centres as well as B2B and State to State dispute resolution involving Small States. Several contributions allow the reader to familiarise themselves with the general subject matter, others scrutinise the particular issues Small States face when confronted with an international dispute and discuss new and innovative solutions. These solutions range from inventive ideas to help economic growth to appropriate mechanisms of dispute resolution including inter-State dispute resolution and specific areas of arbitration such as tax arbitration. Researchers, policy advisors and practitioners will find a wealth of insights, information and practical ideas in this book.