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Next Level Selling: The Definitive Guide to Closing High Dollar Deals
ARE YOU REALLY READY TO CLOSE THAT HIGH DOLLAR DEAL?
Next Level Selling, written by an award-winning sales leader and CEO, is a master work that reveals the steps of the Million Dollar Framework.
Grab your copy now and join the next level!
Grab your copy now and join the next level!
160 pages, Paperback
Published June 21, 2019
143 people are currently reading
37 people want to read
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Displaying 1 - 4 of 4 reviews
July 11, 2019
This is a very informative book with information that can be used to improve sales performance. This book begins where others I have read end. The author provides a very good explanation for his model of higher sales. He even includes case studies and lessons learned.
July 10, 2021
The PAM framework revealed
This book will help you to sell your product or service to your customer.
It can also help you to sell yourself to the future employer.
It's always about pain, authority and money.
Recommend!
This book will help you to sell your product or service to your customer.
It can also help you to sell yourself to the future employer.
It's always about pain, authority and money.
Recommend!
April 16, 2021
The key to this book is PAM. This book also provides case studies to show how the topics related are relative to getting ahead.
This entire review has been hidden because of spoilers.
June 22, 2019
‘There is no sale without PAM – pain, authority and money’
Author Tom Fedro keeps the tone of this keen guide to increasing business skills light and with a jovial sense of humor that makes his writing and guidance accessible to all readers. The opening of his guide sets a fine tone – ‘Every deal — without exception — revolves around one conceptual package, a core set of qualities that I’ve previously referred to as PAM. While she can be elusive, she must be at the table for a successful sale to take place. The three components of PAM are pain, authority and money. If you can’t find her when you’re looking at a deal, you’re probably wasting everybody’s time.
For example, consider the importance of those three pieces and how crucial it is that they all work together: if there’s no pain, there’s no motivation to close — and no deal. If you have pain, but the person across the desk doesn’t have the authority to make a decision — there’s no deal. If you’ve found the pain and authority, but the prospect doesn’t have the money to move forward — you don’t have a deal.’
Throughout this book Tom offers little gems of advice, such as, ‘Salespeople must see themselves as the chief executives of their own business. They’re just outsourcing their product development, administration, marketing and finance. Regardless of the company you’re working for, you must invest in yourself first by continually seeking ways to develop your skill set, and improve your craft. Make training a continual effort. There’s a whole world of training options out there to keep you sharp. I encourage you to get out and do a training program once or twice a year.’ ‘The seven major obstacles a salesperson faces in pursuit of substantial deals – fear, inertia, timing, disaster, not having PAM in the building, no-decisionitis, lack of urgency,’ ‘The most common major mistakes made by companies when pursuing high-dollar deals: talking too much, not asking enough of the right questions, not selling as a team, ignoring influencers, offering free trials, not asking for business, failing to find PAM, lack of preparation, not paying attention to competitors, not knowing how to overcome objections, not having a strategic response to objections.’ And many more tidbits that underline Tom’s insights and productivity drive.
Mixing significant insights and solutions with pertinent case studies as illustrations makes this book and invaluable asset to all salespersons, no matter the level on the hierarchy. This book is easy to read and absorb and is one of the most practical guides for significant sales technique improvements. Highly Recommended.
Author Tom Fedro keeps the tone of this keen guide to increasing business skills light and with a jovial sense of humor that makes his writing and guidance accessible to all readers. The opening of his guide sets a fine tone – ‘Every deal — without exception — revolves around one conceptual package, a core set of qualities that I’ve previously referred to as PAM. While she can be elusive, she must be at the table for a successful sale to take place. The three components of PAM are pain, authority and money. If you can’t find her when you’re looking at a deal, you’re probably wasting everybody’s time.
For example, consider the importance of those three pieces and how crucial it is that they all work together: if there’s no pain, there’s no motivation to close — and no deal. If you have pain, but the person across the desk doesn’t have the authority to make a decision — there’s no deal. If you’ve found the pain and authority, but the prospect doesn’t have the money to move forward — you don’t have a deal.’
Throughout this book Tom offers little gems of advice, such as, ‘Salespeople must see themselves as the chief executives of their own business. They’re just outsourcing their product development, administration, marketing and finance. Regardless of the company you’re working for, you must invest in yourself first by continually seeking ways to develop your skill set, and improve your craft. Make training a continual effort. There’s a whole world of training options out there to keep you sharp. I encourage you to get out and do a training program once or twice a year.’ ‘The seven major obstacles a salesperson faces in pursuit of substantial deals – fear, inertia, timing, disaster, not having PAM in the building, no-decisionitis, lack of urgency,’ ‘The most common major mistakes made by companies when pursuing high-dollar deals: talking too much, not asking enough of the right questions, not selling as a team, ignoring influencers, offering free trials, not asking for business, failing to find PAM, lack of preparation, not paying attention to competitors, not knowing how to overcome objections, not having a strategic response to objections.’ And many more tidbits that underline Tom’s insights and productivity drive.
Mixing significant insights and solutions with pertinent case studies as illustrations makes this book and invaluable asset to all salespersons, no matter the level on the hierarchy. This book is easy to read and absorb and is one of the most practical guides for significant sales technique improvements. Highly Recommended.
Displaying 1 - 4 of 4 reviews