| Description |
xiv, 250 pages : illustrations ; 22 cm |
| Bibliography |
Includes bibliographical references (page [237]-239) and index. |
| Summary |
"Powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. Their livelihoods depend on getting up to speed quickly; their bosses have no patience for delayed results. Sales guru Jill Konrath offers both new and experienced salespeople a plan for rapidly absorbing new information and mastering new skills by becoming agile sellers. Readers will learn the mindsets, learning strategies and habits that they can use in crazy-busy times to start strong and stay nimble. From time management tools to personal motivation and resilience strategies, Konrath teaches sellers how to get more done in less time, regardless of the environment. Readers who loved the no-nonsense advice in Konrath's SNAP Selling and Selling to Big Companies will find The Agile Seller equally valuable"-- Provided by publisher. |
| Contents |
Part 1. The case for agile. Change, change, and more change ; Understanding today's buyer ; Be the differentiator ; The agile imperative -- Part 2. The agile mind-set. Make the pivotal decision ; Transform sales problems ; Reframe failure ; Set the right goals -- Part 3. Learn new info quickly. Fast-track to proficiency ; Leverage rapid learning ; Map the terrain ; Take the deep dive ; Focus on "need to knows" ; Learn the lingo ; Build on buyer insights ; Embrace the status quo ; Reverse engineer the business case ; Sink into stories ; Interview customers ; Define the buyer's journey ; Create cheat sheets ; Tap into the triggers ; Find the forums ; Cement your knowledge ; Take the gobbledygook test ; Reconize the "enough" point -- Part 4. Pick up new skills fast. Speaking about sales ; Find your starting point ; Focus on personal bests ; Prep with passion ; Connect with questions ; Practice safe selling ; Remove the blinders ; Pick the upstart's brain ; Observe top sellers ; Get over yourself ; Increase your preceptivity ; Develop recovery strategies ; Dare to debrief ; Prevent epic fails ; Minimize the memory burden ; Fix the root cause ; Tackle new technology ; Strive for maximum impact -- Part 5. Success habits of agile sellers. Prepare for success ; Put this plan in place ; Power-pack your day ; Purge the pipeline ; Dig up more dirt ; Eliminate distractions ; Upgrade your brain ; Optimize your attitude ; Teach someone a lesson ; Gaming the system ; Change sabotaging behaviors ; Get grittier ; Borrow a brain ; Fake it till you make it ; Refuel your fire ; Pick the right role model ; Recalibrate over coffee ; Keep momentum going -- Part 6. Final words. Conclusion: the ultimate challenge. |
| Subject |
Selling.
|
|
BUSINESS & ECONOMICS / Sales & Selling.
|
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BUSINESS & ECONOMICS / Skills.
|
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BUSINESS & ECONOMICS / General.
|
| ISBN |
9781591847250 (hardback) |
|
1591847257 (hardback) |
|
