Major Account Sales Strategy
Major Account Sales Strategy is an excellent book of practical, proven-and-tested strategies and tactics for the entire major account sales cycle, written by Neil Rackham, founder and former president of Huthwaite, Inc. and author of over 50 articles and several books. A great guide to get to the decision maker, deal with competition, understand buyer psychology and service the client, this book also includes a first-of-a-kind A-to-Z presentation of a major account strategy that puts sales success in your hands. Major Account Sales Strategy explains the selling process into steps: Recognition of Needs, Evaluation of Options, and Resolution of Concerns.
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.
Major Account Sales Strategy Table of Contents
- How Customers Make Decisions
- Account Entry Strategy: Getting to Where It Counts
- How to Make Your Customers Need You: Strategies for the Recognition of Needs Phase
- Influencing the Customer's Choice: Strategies for Evaluation of Options Phase
- Differentiation and Vulnerability: More About Competitive Strategy
- Overcoming Final Fears: Strategies for the Resolution of Concerns Phase
- Sales Negotiation: How to Offer Concessions and Agree on Terms
- How to Ensure Continued Success: Implementation and Account Maintenance Strategies
- Anatomy of a Sales Strategy