Select Selling
Strategies to win customers by defining the ultimate target profile and discovering what they really want.
"Rich in strategic advice, yet coupled with practical 'here's how to do it' tools and worksheets.... Donal Daly and Paul O'Dea provide an informative, easy-to-read view of what it really takes to be successful in sales"
Mark Cavender, Founder and Managing Director, Chasm Institute LLC.
Using the Select Selling fieldbook, learn how to:
- Select the right customers to pursue
- Become an expert in your customer's business
- Guide the sale with advanced questioning techniques
- Increase your sales conversion rate
- Know which deals you can win
Select Selling was published in 2004 (Oaktree Press). The Select Selling methodology has been designed to equip anyone selling high value complex products to large organisations with a defined and rigorous process that can be moulded to an individual salesperson's style but which also takes much of the uncertainty out of the sales process. It combines high-ldevel, strategic marketing principles to draw the map, with focused tactics to complete each journey, addressing the practical stops along the way.