The Wedge
Title | The Wedge PDF eBook |
Author | Randy Schwantz |
Publisher | Summit Business Media |
Pages | 125 |
Release | 1998 |
Genre | Selling |
ISBN | 0872183718 |
This is the only proven technique for separating prospective clients from your competitors and winning new business. Presents and discussses the Wedge sales strategy, which was developed by a winning sales consultant who has coached many hundreds of sales people. The book concentrates on a four-step process called Position, Leverage, Growth, and Scoreboard. Sales people must position their books of business for profitability and growth by over serving the top 20 percent of clients. They must leverage satisfied customers to gain referral prospects. They must accelerate sales growth by busting incumbent relationships. And they must track sales growth through a formal scoreboard. Written for individual sales persons by a well-known sales consultant, The Wedge discusses why traditional selling doesn't work, what sales people need to know to win, and the six steps of The Wedge sales process. Includes actual scripting aids and practical, situation-specific winning sales examples.
The Young Farmer's Manual: Detailing the Manipulations of the Farm ... With ... Directions for Laying Out a Farm, Etc
Title | The Young Farmer's Manual: Detailing the Manipulations of the Farm ... With ... Directions for Laying Out a Farm, Etc PDF eBook |
Author | Sereno Edwards TODD |
Publisher | |
Pages | 464 |
Release | 1860 |
Genre | |
ISBN |
The Primary Teacher
Title | The Primary Teacher PDF eBook |
Author | |
Publisher | |
Pages | 348 |
Release | 1880 |
Genre | Education |
ISBN |
American Teacher
Title | American Teacher PDF eBook |
Author | |
Publisher | |
Pages | 344 |
Release | 1881 |
Genre | Education |
ISBN |
The Young Farmer's Manual: Detailing the Manipulations of the Farm in a Plain and Intelligent Manner
Title | The Young Farmer's Manual: Detailing the Manipulations of the Farm in a Plain and Intelligent Manner PDF eBook |
Author | Sereno Edwards Todd |
Publisher | |
Pages | 468 |
Release | 1867 |
Genre | Agriculture |
ISBN |
The Sunday Magazine
Title | The Sunday Magazine PDF eBook |
Author | |
Publisher | |
Pages | 914 |
Release | 1892 |
Genre | |
ISBN |
Text-book of Ordnance and Gunnery
Title | Text-book of Ordnance and Gunnery PDF eBook |
Author | Royal Rodney Ingersoll |
Publisher | |
Pages | 438 |
Release | 1894 |
Genre | Gunnery |
ISBN |