Professional B2B Sales Frameworks
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About the book
You'll uncover the Reason prospects buy now
Triangle Selling spells out the tools necessary for a salesperson to conduct B2B discovery that uncovers the Reason for making a purchasing decision. By managing rapport (not just stalking their LinkedIn profile), understanding effective questioning methodology, understanding Buyer Personas based upon job-to-be-done, and developing discovery questions which clearly fall into your Winning Zone - you'll position yourself well ahead of your competition.
You'll avoid the 7 deadly deal killers
That's right! There are seven categories of deal killers that are lurking below the surface of every opportunity. Most salespeople cross their fingers and hope for the best. You'll gain confidence to understand what they are, how to discuss them with your prospect early in the sales cycle, and how to ensure that they don't delay or disrupt your process.
You'll never do a show-and-tell demo again
Good salespeople know that demos are not supposed to be a one-sided show-and-tell, yet how often do you share your screen and just start talking? This is where salespeople lose control of the process and momentum slows. Not anymore. You'll understand the psychology of the highly-effective demo, and the simple framework you can use to repeatedly have high engagement, continue to uncover pain, and drive velocity to the next stage in your sales process.
... AND SO MUCH MORE
Meet the Authors
Here's what you'll find inside:
- Introduction - Why the Triangle?
- Why Focus on Sales Fundamentals
- Communicating with Prospects
- Uncovering Reason
- Uncovering Buyer Resources
- Managing Resistance
- Developing a P.L.A.N.
- H.E.L.P. your Prospect
- Making Triangle Moves
- S.H.A.R.E. Your Demo
- G.R.O.W. Pilots and Initial Contracts into Larger Deals
- Connect the D.O.T.S.
- Running the Triangle
- Use Cases
- Getting Started