Selling to Big Companies

书籍介绍(英文)

Struggling to Get Your Foot in the Door of Big Companies?
Setting up meetings with corporate decision makers has never been harder. It’s almost impossible to get them to pick up the phone. They never return your calls. And if you do happen to catch them, they blow you off right away.

It’s time to stop making endless cold calls or waiting for the phone to ring. In today’s crazy marketplace, new sales strategies are needed to penetrate these big accounts.

Discover how to:
• Target accounts where you have the highest likelihood of success.
• Find the names of prospects who can use your offering.
• Create breakthough value propositions that capture their attention.
• Develop an effective, multi-faceted account-entry campaign.
• Overcome obstacles and objections that derail your sale efforts.
• Position yourself as an invaluable resource, not a product pusher.
• Have powerful initial sales meetings that build unstoppable momentum.
• Differentiate yourself from other sellers.

Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business.


挣扎在大公司的门你的脚？
建立与企业决策者从来没有困难的会议。这几乎是不可能让他们拿起电话。他们从来没有回你的电话。如果你碰巧赶上他们，他们会把你马上关闭。

现在是时候停止无休止的冰冷的电话或等着电话铃响。在今天的疯狂的市场，新的销售策略，需要渗透到这些大客户。

了解如何：
•目标帐户，你有成功的可能性最高。
•寻找潜在客户谁可以使用你提供的名称。
•创建突破性的价值主张，捕捉他们的注意力。
•制定一个有效的，多方面的帐户项活动。
•克服障碍和反对意见脱轨您的销售努力。
•自己的位置，作为宝贵的资源，而不是产品推手。
•拥有强大的销售会议，初步建立不可阻挡的势头。
•区分自己从其他卖家。

使用这些神火的战略，以打击为大客户，缩小销售周期并关闭更多的生意。出入帐的思想工具包检查，以了解申请这个过程你自己独特的业务。