High-Performance Selling: Advice, Tactics and Tools: The Complete Guide to Sales Success

by Terry Beck

If you thought it was tough to compete in the nineties, welcome to the new millennium. Customers are more demanding, products and services are more sophisticated, competition cut-throat. How can a salesperson achieve outstanding results in this challenging and ever-changing marketplace? Terry Beck has the answers -- with advice, tactics and tools that get results. Beck's guide will improve the salesperson's ability to penetrate targeted accounts, shorten the customer's buying process and improve competitive wins through positioning and influencing customer buying criteria.Beck's business is sales. He learned to sell while at the front lines with Xerox, where he won many awards including Sales Rep of the Year and President's Club. He was also National Sales Trainer at Xerox before becoming an independent sales performance consultant where he developed major account skills programs including "Understaning and Influencing Buyers" and "Winning Against Competition." Today Beck is back doing what he loves to do best -- selling. He's regional sales manager at Momentum Systems, a successful e-commerce communications software company based in Moorestown, New Jersey.

In High-Performance Selling Beck delivers concise, thought-provoking, sometimes unconventional and always practical advice on skills and techniques, philosophies and approaches, and the importance of relationships. The book is designed for those just starting out as well as for veteran sellers looking to improve their skills and results. Packed full of anecdotes and examples, plus exercises to help adapt the skills to you and your sales assignment, each chapter is informational and motivational. From getting your foot in thedoor, to discovering and developing opportunities, to handling objections and gaining commitment -- High-Performance Selling works through the anatomy of a sale from beginning to end, offering the latest advice to today's sellers.

224 pages, Paperback

First published January 1, 2000