Sales isn't about gimmicks, gadgets, or the next silver bullet. Research shows us that a successful sale comes down to a few critical moments during the sales process between the customer and the sales professional. Critical Selling presents an actionable system for sales professionals in every industry who want to improve their approach to identify and capitalize on these critical moments, shorten the sales cycle, and close more deals.
For the first time, the award-winning sales training program from Janek Performance Group is available in a convenient guide for the self-motivated professional. This system is the result of a decade of ongoing research into how customers make their decisions and why top-performing sales professionals win more sales. A cover-to-cover training program, the turnkey performance booster shared in Critical Selling brings you up close to the strategies, skills, and best practices of top-performing sales professionals.
Trusted by some of the most recognized brands in the world, this wildly successful sales approach provides step-by-step insight into how to successfully sell to today's more-informed buyers, by looking at how to:
- Strategically plan for each sales call and differentiate from the competition
- Always know the right thing to say to quickly begin the rapport-building process
- Discover known and unknown customer needs to build trust and fast-track a sale
- Build the confidence customers need to make purchasing decisions
By fine-tuning your sales approach with Critical Selling, you can achieve more impressive sales results and bring more value to your customers time and again.
Whether you're seeking to improve your own sales performance or to turn around an entire sales department, this real-world guide has all the answers to the challenges you will face. Convenient checklists and real-world examples make it easy to work the concepts covered into your everyday routine to become the top seller everyone else chases just ask the thousands of alumni already leading the pack.
Become the insightful educator, trusted advisor, and professional salesperson today's sophisticated buyers are looking for by discovering the secrets of Critical Selling.
From the Back Cover
What it takes to be a top seller
Sales isn't about gimmicks, gadgets, or the next silver bullet. Research shows us that a successful sale comes down to a few critical moments during the sales process between the customer and the sales professional. Critical Selling presents an actionable system for sales professionals in every industry who want to improve their approach to identify and capitalize on these critical moments, shorten the sales cycle, and close more deals.
For the first time, the award-winning sales training program from Janek Performance Group is available in a convenient guide for the self-motivated professional. This system is the result of a decade of ongoing research into how customers make their decisions and why top-performing sales professionals win more sales. A cover-to-cover training program, the turnkey performance booster shared in Critical Selling brings you up close to the strategies, skills, and best practices of top-performing sales professionals.
Trusted by some of the most recognized brands in the world, this wildly successful sales approach provides step-by-step insight into how to successfully sell to today's more-informed buyers, by looking at how to:
- Strategically plan for each sales call and differentiate from the competition
- Always know the right thing to say to quickly begin the rapport-building process
- Discover known and unknown customer needs to build trust and fast-track a sale
- Build the confidence customers need to make purchasing decisions
By fine-tuning your sales approach with Critical Selling, you can achieve more impressive sales results and bring more value to your customers time and again.
Whether you're seeking to improve your own sales performance or to turn around an entire sales department, this real-world guide has all the answers to the challenges you will face. Convenient checklists and real-world examples make it easy to work the concepts covered into your everyday routine to become the top seller everyone else chases just ask the thousands of alumni already leading the pack.
Become the insightful educator, trusted advisor, and professional salesperson today's sophisticated buyers are looking for by discovering the secrets of Critical Selling.
About the Author
NICK KANE is a managing partner of Janek Performance Group and co-creator of the Critical Selling methodology. A recognized thought leader and sales performance expert, he guides numerous organizations in improving their sales effectiveness.
JUSTIN ZAPPULLA is a managing partner of Janek Performance Group and co-creator of the Critical Selling methodology. In addition to successfully working with hundreds of well-known brands to develop and implement strategic sales performance solutions, he has trained and coached more than 15,000 sales and sales management professionals worldwide.
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