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by Justin Zappulla, Nick Kane
Critical Selling
Cover
Additional Praise for Critical Selling
Title Page
Copyright
Dedication
Acknowledgments
Introduction: Critical Selling: Focusing on What Matters Most
Chapter 1: Selling to Today's Buyers: Remain Customer-Focused
Recognize That Buyers Have Changed
Use the Right Sales Approach
Know How Your Customers Perceive You
Become a Trusted Advisor
Critical Selling: Lessons Learned
Chapter 2: The First Step Is to Believe: Change Your Mindset
Mind Your Mindset
Always Be Improving
Stay Patient through Change
Critical Selling: Lessons Learned
Chapter 3: Why Planning Matters: Determine Your Approach
Understand That Planning Matters
Think about Planning
Set SAM Objectives
Plan Ahead and Reflect After
Critical Selling: Lessons Learned
Chapter 4: A Solid Opening: Connect with Your Customers
Plan Your Opening
Master the Greeting
Create Connections
Deliver a Legitimate Purpose Statement
Confirm for Feedback
Close the Opening with Some Reflection
Critical Selling: Lessons Learned
Chapter 5: It's All about Discovering: Get to Know Your Customers
Understand the Benefits of Discovering
Ask the Right Questions
Target the Six Critical Areas of Focus
Listen Actively to Understand Your Customer
Avoid Common Pitfalls
Critical Selling: Lessons Learned
Chapter 6: Presenting What Your Customer Needs: Link a Tailored Solution
Take Advantage of Discovering
Plan the Approach
Tailor the Solution
Ask for Feedback
Strengthen the Solution
Link Your Solution
Critical Selling: Lessons Learned
Chapter 7: Leverage Momentum at Closing: Capture Customer Confidence
Summarize Where You've Been
Gain Commitment to Move Forward
Define Next Steps
Confirm with Your Customer
Critical Selling: Lessons Learned
Chapter 8: Dealing with Objections: Return to the Land of Discovery
Recognize Real Objections
Understand Why Objections Come Up
Be Prepared for Objections
Work through Objections
Maintain Goodwill and Ask for Feedback
Critical Selling: Lessons Learned
Conclusion: Putting It All Together: Mindset + Practice + Process + Action
Plan Each Sales Interaction
Connect and Reconnect
Ask Questions (and Listen to the Answers)
Adjust Your Attitude
Appendix: Case Study: The McCrone Group
The Challenge
The Solution
The Results
About Janek Performance Group
About the Authors
Index
End User License Agreement
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Additional Praise for Critical Selling
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Copyright
Critical Selling
How Top Performers Accelerate the Sales Process and Close More Deals
Nick Kane
Justin Zappulla
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