- Paperback: 218 pages
- Publisher: Bennion Kearny Ltd (11 April 2011)
- Language English
- ISBN-10: 0955911435
- ISBN-13: 978-0955911439
- Product Dimensions: 24.4 x 18.8 x 1.4 cm
- Average Customer Review: 4.7 out of 5 stars See all reviews (6 customer reviews)
- Amazon Bestsellers Rank: 914,715 in Books (See Top 100 in Books)
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Product Description
Product Description
Don't hack your way around the sales cycle! A successful career in B2B software, hardware or services sales is challenging and requires many things: great people skills, a dynamic attitude, and robust negotiating talents. But it requires more than that. An individual's skills need to be supported with an effective sales methodology, proper Customer Relationship Management systems, and regular progress reviews. If you don't know you are winning, you are losing. Ace the Sale! is a no nonsense guide, uniquely written for the busy sales rep. Using a golf course analogy, this book takes each hole as a must-do step in the sales cycle. There is clear instruction on everything the sales rep needs, including how to raise your Emotional Intelligence and better connect with prospects, understanding how to price deals, recognising when to 'walk away', what reference visits should accomplish, developing dynamic presentations skills, and much more! Based on the author's highly successful sales career experiences, and filled with real world examples and insights - this book offers a fast track understanding for greater success in the tough but exciting world of sales. Who this book is for: If you are a sales rep who wants to sell more software, hardware or services more often, with higher margins, then this book is for you. Even experienced reps and managers will find valuable information that is new, provocative, even controversial, but all geared towards one thing - selling! What you will learn: - Become a sales rep superstar: close more sales with better margins - Develop your Emotional Intelligence and understand what makes your prospects tick - See why the informal structure in a company is more important than the formal hierarchy - Boost your negotiating skills with real world tips, hints and insights - Learn the tell tale signs of a deal heading south - Recognise why saying "no" in a sales cycle is a strength, not a weakness - Uncover the truth when everyone is lying to you - A step-by-step, no-nonsense, fast track guide to the sales cycle, written by an industry expert Testimonials: Being able to train presales people to become Ace sales reps protects cash flow, reduces head count and ensures that the prospect actually works with a sales rep that knows and understands their issues. I would definitely recommend this book to any sales rep, manager or investor. Matt Crotty, Chairman of InsightSoftware.com. A great read and a particle guide in closing complex B2B sales. Rod McDonald, Ex SVP of Sales JD Edwards. Ace The Sale is a great read for anyone that is involved in "B2B" selling where multiple buyers are involved. Packed full of practical examples, Nick has the right balance of great advice and humorous real life stories. I can see this book being a hit with major account sales reps and their managers. Geoffrey Finlay, Software Entrepreneur, Chairman and CEO.
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Customer Reviews
Most Helpful Customer Reviews
Format:Paperback
Few business books can keep you entertained and informed at the same time. The pace and style of this book keep you engaged throughout with a mixture of anecdote and excellent business theory.
There are very few ERP sales execs who haven't been burnt at the stake by angry customers so to find one selling new products to his old ERP customer base and live to tell the tale is rare indeed. He must be a wizard.
A great read for anyone hoping to sell more or who simply wants to improve their golf.
There are very few ERP sales execs who haven't been burnt at the stake by angry customers so to find one selling new products to his old ERP customer base and live to tell the tale is rare indeed. He must be a wizard.
A great read for anyone hoping to sell more or who simply wants to improve their golf.
Format:Paperback
This is great resource for those involved in the selling of enterprise solutions to business. Whether you're a rookie sales exec or a battle hardeded veteran there is something for all in this entertaining but informative book.
Using the game of golf as a metaphor for each stage within the sales cycle the author provides a structure that is easy to follow - both on the first read, and also for reference when engaging in your own sales deals and you're looking for some quick hints. From his own experiences in selling ERP systems for over 20 years this book uses real scenarios to illustrate how to run a successful sales campaign. The "On the Tee" section in each chapter is worth the price of the book alone. There are some real nuggets here.
The book is a quick read, full of humour but still grounded in reality. If you're serious about being a sales professional then you need this book in your toolbox.
Using the game of golf as a metaphor for each stage within the sales cycle the author provides a structure that is easy to follow - both on the first read, and also for reference when engaging in your own sales deals and you're looking for some quick hints. From his own experiences in selling ERP systems for over 20 years this book uses real scenarios to illustrate how to run a successful sales campaign. The "On the Tee" section in each chapter is worth the price of the book alone. There are some real nuggets here.
The book is a quick read, full of humour but still grounded in reality. If you're serious about being a sales professional then you need this book in your toolbox.
Format:Paperback
A very enjoyable read; even better if you are a B2B sales executive.
This is an ideal manual for Business to Business selling designed for both new and experienced sales executives. It's very easy to read, practical and engaging, with amusing relevant anecdotes from the author's successful sales career. It is structured around an 18 hole golf round, but you won't need to be a golfer to get the full benefit.
He deals with the whole sales cycle, from preparation, through initial engagement, constant qualification, presentation, closing and negotiation, and reminds us that our internal colleagues need our attention also. There is a great early chapter on Emotional Intelligence; the ability to understand what makes other people tick and how different personalities need specific approaches for best results.
You won't regret buying this one
This is an ideal manual for Business to Business selling designed for both new and experienced sales executives. It's very easy to read, practical and engaging, with amusing relevant anecdotes from the author's successful sales career. It is structured around an 18 hole golf round, but you won't need to be a golfer to get the full benefit.
He deals with the whole sales cycle, from preparation, through initial engagement, constant qualification, presentation, closing and negotiation, and reminds us that our internal colleagues need our attention also. There is a great early chapter on Emotional Intelligence; the ability to understand what makes other people tick and how different personalities need specific approaches for best results.
You won't regret buying this one
Most Recent Customer Reviews
Ace The Sale - A fantastic read
I have read a number of books on sales over the last few years but have not enjoyed one as much as Ace The Sale. Read more
Published 11 months ago by craig
The right stuff
This book is full of the right stuff. Real stuff - real people - real deals - real experiences - real stories - real laughs - from a man with a proven track record of great... Read more
Published 12 months ago by BigNick
Selling made fun
A thoroughly enjoyable read. I read it this weekend.
This book is about selling B2B, it's aimed at all levels, from the humble Sales Rep to the Sales Director. Read more
This book is about selling B2B, it's aimed at all levels, from the humble Sales Rep to the Sales Director. Read more
Published 12 months ago by wendoverlodge
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