The Unstoppable Sales Machine

This book, a comprehensive review of the author's work with clients, introduces "Unstoppable Selling" -- it captures the strategies and tactics the author's clients have used to allow them predictability in their sales.

To say that selling in today's economy has changed would be an understatement. Today's buyers are spending less and less time with sales, preferring to do their research from afar.

These shifts require today's sales professionals to apply a new system to maximize their selling potential. Prospecting, nurturing leads, converting new opportunities, and adding value all require different methods, resources, and skills than what was considered acceptable only a few short years ago.

This comprehensive book on sales addresses the shifts that sales professionals and their organizations need to make to sell in today's economy. It provides insights and proven strategies for sales professionals, sales executives, leaders, and business owners -- anyone who desires to increase their sales rapidly and sustainably without investing significant time or money.

Based on his work with high-performing sales teams globally, Shawn Casemore introduces the reader to a new model to create an environment of "Unstoppable SalesSM"-- sharing the strategies and tactics of how top-performing sales professionals have continued to increase their sales year over year despite the economy.

In this book, Shawn shares:

• Gaining and retaining the attention of today's busy prospects.
• Building a sales funnel that attracts your ideal customers or clients.
• How to interrupt the patterns of your prospects and increase interest in your offer.
• Introduce real-time responsiveness to differentiate in a crowded market.
• Using value-based selling strategies with the R.U.S.H. Value Model.
• Introducing simple hurdles for prospects to self-qualify (and save you time).
• How to introduce a referral system that fuels your selling opportunities.
• Steps to capitalizing on your most enthusiastic customers or clients. In this book, you'll find powerful models, tools, and resources, including the Hybrid Sales Funnel, Rocket Fuel Referral Process, and the Market Maximizer. In addition, Shawn shares how you can quickly establish your Unstoppable Sales Machine regardless of the size or sector of your company.

This book accepts you where you are and then walks you through the steps to introduce and launch your sales machine quickly. It contains all the advice, guidance, case studies, and worksheets you need to implement.

You'll find value whether you intend to scale your sales or simply want more freedom from the daily rollercoaster of your current sales methods.

Learn how to become an expert at sales or improve your sales results, all while having the freedom and comfort of knowing that your machine will never let you down.

Autorentext

Shawn Casemore is a professional speaker, consultant, and coach who helps organizations create an environment of Unstoppable SalesSM. His work has attracted clients such as Bosch, N.G.K., CN Rail, Tim Hortons, PepsiCo, Kids Help Phone, Sick Kids, and over 200 other leading organizations.

Some of the world's top organizations have used his keynote speeches, sales training programs, and sales coaching to elevate their sales performance.

Shawn's published work includes hundreds of articles in print and online for publications such as Forbes, Fast Company, Chief Executive, and Industry Week.

He's also the author of five books on sales, sales leadership, and sales culture.

Klappentext

You're in big trouble if you rely on having "feet on the street" to generate new sales. Selling in today's economy has forever changed. Buyers today are more challenging to reach and offer less of their time to anyone in sales. So it's time to rethink how we generate sales to create a sustainable model that produces consistent results. This book addresses the shifts sales professionals, and their organizations need to make in introducing modern sales strategies. It provides insights and proven strategies for business owners, sales executives, leaders, and professionals -- anyone who desires to create a rapid and sustained increase in their sales without investing significant time or money. In a comprehensive review of the author's work with global companies, Casemore introduces a model for "Unstoppable Selling" -- capturing the strategies and tactics of how top-performing companies have continued to sell more each year, all while increasing the predictability of their sales growth. This book contains powerful models, tools, and resources, including the Hybrid Sales Funnel, Rocket Fuel Referral Process, and the Market Maximizer. In addition, the book demonstrates how you can quickly establish your Unstoppable Sales Machine regardless of the size or sector of your company. Introducing your own unstoppable sales machine will not require you to hire a bunch of experts or more employees. This book accepts you where you are and then walks you through the steps to quickly introduce and launch your very own machine. You'll find all the advice, guidance, case studies, and worksheets in this one convenient book ready for you to implement. If you intend to scale your business or want more freedom from the daily rollercoaster of your current sales strategy, this is the book for you. Selling is a noble profession and the heart and soul of every business -- Yet the continued evolution of today's customers, how they engage, select, and buy products and services, requires we rethink how we approach selling. In this book, Casemore shows you how to become an expert at sales while having the freedom and comfort of knowing that your machine will never let you down.

Zusammenfassung
This book, a comprehensive review of the author's work with clients, introduces "Unstoppable Selling" -- it captures the strategies and tactics the author's clients have used to allow them predictability in their sales.

Inhalt

Part 1: New Age Selling: What it Takes to Sell in Today's Evolving Marketplace 1: What is an Unstoppable Sales Machine (and why do I need one)? 2: Course Correction: How to Get the Attention of Today's Buyers. 3: Be There First with the Most: Staying ahead of your competition. 4: What Will Happen if You Don't Build Your Sales Machine? Part 2: Ingredients for building your Unstoppable Sales Machine: Where to begin. 5: Building Your Machine and the Best Place to Start. 6: Ideal Buyer's: Why You Need Them and How to Attract Them. 7: Countdown to Conversion: Engaging with Your Ideal Buyers 8: Countdown to Launch: Fine Tuning Your Machine Before Liftoff 9: Board the Crew: Gaining Buy-in to Enable Your Sales Machine. Part 3: Prepare the Rockets: Launching your machine. 10: Launch Your Machine (prepare for the worst, expect the best). 11: Advanced Strategies to Accelerate Your Sales 12: Dial in Your Sales: Scale Up or Slow Down Your Sales with your Machine. 13: Set Your Sights on Market Domination