Major Account Sales Strategy
Product ID: 4509997
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An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy . Review: SPIN Theory gets you on the table, this book tells you how to get the final business - I thought SPIN theory is what you need first, but after reading this book, based on my personal experience, use of SPIN theory earns the opportunity for one to get on the table, but doesn't mean the business is in your hand. There are few more phases that you have to go through and this book talks through that. Just because the customer has realized a need for something, does not make them write the check -- lot of other things come into play such as do I need this now, am I making the correct decision in going with the choice etc. Must read for some one who is trying to do sales. Forget business sales, my bar for testing any of these theories is not at work, but at home -- I always try and test these theories at home (with my family) and if it works at home, then IT obviously works outside. Great book to read. Review: The pitfalls await the uninformed sales person; read this! - What are the focus of receptivity, the focus of dissatisfaction, and the focus of power? If you don't know, a set of nasty surprises awaits you as a sales person. As you seek entry into accounts to which you are expected to sell, you will find it's a cold, cold world out there, more than ever. Entering a new account and successfully turning it around can take forever--or a shorter time if you work smarter, not harder. Neil Rackham's book deals head-on with the issues of breaking into and selling to accounts that are "negative"--that is to say, buying from your competitor. But you can find the chinks to work your way in and find mutual benefits. Chances are, there is dissatisfaction in some area--with a competitor, with a technology, with a situation. The knowledgeable sales person can find the dissatisfied parties and influence them to take action. The result--sales for you and an improved situation for them. I found the book particularly good at identifying stages of the sale, in ways different from the traditional Xerox-style selling. For example, the stages are broken down into an implementation-resolution cycle, where, after needs are recognized, option are evaluated, concerns are met (objections, in old-speak) and finally a decision is made. You, as the salesperson, are shepherding the process with the decision makers and influencers through this cycle. So it pays to know where you are sitting in each stage of the cycle in order to present the right information to your client. This book is not hard to understand, and is well-organized. If ound it interesting and valuable reading, and think it belongs on any the major account manager's bookshelf.
| Best Sellers Rank | #635,196 in Books ( See Top 100 in Books ) #1,261 in Sales & Selling (Books) #2,110 in Marketing (Books) #10,974 in Business Management & Leadership (Books) |
| Customer Reviews | 4.7 out of 5 stars 226 Reviews |
S**R
SPIN Theory gets you on the table, this book tells you how to get the final business
I thought SPIN theory is what you need first, but after reading this book, based on my personal experience, use of SPIN theory earns the opportunity for one to get on the table, but doesn't mean the business is in your hand. There are few more phases that you have to go through and this book talks through that. Just because the customer has realized a need for something, does not make them write the check -- lot of other things come into play such as do I need this now, am I making the correct decision in going with the choice etc. Must read for some one who is trying to do sales. Forget business sales, my bar for testing any of these theories is not at work, but at home -- I always try and test these theories at home (with my family) and if it works at home, then IT obviously works outside. Great book to read.
J**.
The pitfalls await the uninformed sales person; read this!
What are the focus of receptivity, the focus of dissatisfaction, and the focus of power? If you don't know, a set of nasty surprises awaits you as a sales person. As you seek entry into accounts to which you are expected to sell, you will find it's a cold, cold world out there, more than ever. Entering a new account and successfully turning it around can take forever--or a shorter time if you work smarter, not harder. Neil Rackham's book deals head-on with the issues of breaking into and selling to accounts that are "negative"--that is to say, buying from your competitor. But you can find the chinks to work your way in and find mutual benefits. Chances are, there is dissatisfaction in some area--with a competitor, with a technology, with a situation. The knowledgeable sales person can find the dissatisfied parties and influence them to take action. The result--sales for you and an improved situation for them. I found the book particularly good at identifying stages of the sale, in ways different from the traditional Xerox-style selling. For example, the stages are broken down into an implementation-resolution cycle, where, after needs are recognized, option are evaluated, concerns are met (objections, in old-speak) and finally a decision is made. You, as the salesperson, are shepherding the process with the decision makers and influencers through this cycle. So it pays to know where you are sitting in each stage of the cycle in order to present the right information to your client. This book is not hard to understand, and is well-organized. If ound it interesting and valuable reading, and think it belongs on any the major account manager's bookshelf.
C**A
Pure gold if you are into sales and human psychology
Great reading to understand all the stages of the sales process. Really good insights, examples and cases to reflect upon different scenarios. Neil Rackham must be the best author on this subject and his has a vast experience in sales which makes him an authority to learn from. 100% recommended also because you can start applying this methods straight away.
J**S
Four Stars
Reading as part of a book club for work. Its a solid sales guide. Practical stories and relevant teachings.
P**S
I've been a Professional Salesperson for 4 decades, and this is legit
Neil Rackham is somewhat of a legend in the Pro Sales community. He not only pioneered many of the techniques that transformed business sales from 'selling' to 'solving'...but, has continued to update his books, to keep up with current buying criteria and issues. As such, I highly recommend this book to any Sales Pro, wanting to up their game. Its all viable, its all 'real', and if properly applied, it will help you sell more, and come away with more referenceable clients.
M**N
Totally recomended for go deeper in sales knowledge
A major sales book. Very deep in knowledge, maybe to be a second or third step in the path to acquire formal knowledge of sales. Also it would be a good opportunity for salesman who have professional degrees.
M**G
Consider a new approach to selling
Great reading on strategy and how important it is to move away from unproductive selling processes
S**B
Easy, down to hearth summary of extensive research
This book is impressive as it articulates in very clear terms what most sales professionals would describe as an art. I highly recommend this read!
D**G
One of the top 3 Sales Books Ever
The others are SPIN Selling and Miller Heimann Strategic Selling. I am certain that, like the other 2, I will be using this as a reference book throughout my career. I guess that the only qualification is that the focus is high value B to B sales.
R**L
Life saver
Life saver, best sales book ever. Highly recommend to enterprise SaaS start-ups that struggle to sell and achieve PMF. Rock on!
T**L
Thank You Neil Rackham
Can't wait to implement the lessons on my next prospects and customers follow-ups. One of the most insightful readings to have come across so far.
H**0
Excelente
Altamente recomendable.
D**N
Erstklassiges Buch, sehr gut anwendbar
Aus diesem Buch habe ich viel über sales gelernt. Meine Verkaufsstrategie ist eindeutig besser geworden.
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