{"product_id":"critical-selling-isbn-9781119052555","title":"Critical Selling","description":"\u003cp\u003e\u003cb\u003eMaster these top-performing sales skills to dominate the marketplace\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eCritical Selling\u003c\/i\u003e is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling\u003cb\u003e®. \u003c\/b\u003eLet authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to \u003ci\u003eaccelerate the sales process and close more deals\u003c\/i\u003e. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty,  and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction.\u003c\/p\u003e \u003cp\u003eSales are the lifeblood of your company. Are they meeting your expectations? What if you could \u003ci\u003eexceed\u003c\/i\u003e projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eConnect with customers on a deeper level to build trust\u003c\/li\u003e \u003cli\u003ePresent a persuasive and value-based solution tailored to your customer’s needs\u003c\/li\u003e \u003cli\u003eHandle pricing pressure, doubt, and objections with confidence\u003c\/li\u003e \u003cli\u003eUtilize proven methodologies that help you close the sale\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eSales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. \u003ci\u003eCritical Selling\u003c\/i\u003e shows you how to bring it all together, using proven techniques based on real sales performance research.\u003c\/p\u003e \u003cp\u003eAcknowledgments xi\u003c\/p\u003e \u003cp\u003eIntroduction Critical Selling: Focusing on What Matters Most 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 Selling to Today’s Buyers: Remain Customer-Focused 13\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRecognize That Buyers Have Changed 15\u003c\/p\u003e \u003cp\u003eUse the Right Sales Approach 17\u003c\/p\u003e \u003cp\u003eKnow How Your Customers Perceive You 20\u003c\/p\u003e \u003cp\u003eBecome a Trusted Advisor 25\u003c\/p\u003e \u003cp\u003eCritical Selling: Lessons Learned 26\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 The First Step is to Believe: Change Your Mindset 29\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMind Your Mindset 31\u003c\/p\u003e \u003cp\u003eAlways Be Improving 34\u003c\/p\u003e \u003cp\u003eStay Patient through Change 38\u003c\/p\u003e \u003cp\u003eCritical Selling: Lessons Learned 43\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 Why Planning Matters: Determine Your Approach 45\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnderstand That Planning Matters 46\u003c\/p\u003e \u003cp\u003eThink about Planning 48\u003c\/p\u003e \u003cp\u003eSet SAM Objectives 50\u003c\/p\u003e \u003cp\u003ePlan Ahead and Reflect After 55\u003c\/p\u003e \u003cp\u003eCritical Selling: Lessons Learned 58\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 A Solid Opening: Connect with Your Customers 59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePlan Your Opening 60\u003c\/p\u003e \u003cp\u003eMaster the Greeting 61\u003c\/p\u003e \u003cp\u003eCreate Connections 62\u003c\/p\u003e \u003cp\u003eDeliver a Legitimate Purpose Statement 65\u003c\/p\u003e \u003cp\u003eConfirm for Feedback 69\u003c\/p\u003e \u003cp\u003eClose the Opening with Some Reflection 72\u003c\/p\u003e \u003cp\u003eCritical Selling: Lessons Learned 73\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 It’s All about Discovering: Get to Know Your Customers 75\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnderstand the Benefits of Discovering 77\u003c\/p\u003e \u003cp\u003eAsk the Right Questions 79\u003c\/p\u003e \u003cp\u003eTarget the Six Critical Areas of Focus 84\u003c\/p\u003e \u003cp\u003eListen Actively to Understand Your Customer 90\u003c\/p\u003e \u003cp\u003eAvoid Common Pitfalls 98\u003c\/p\u003e \u003cp\u003eCritical Selling: Lessons Learned 101\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Presenting What Your Customer Needs: Link a Tailored Solution 103\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTake Advantage of Discovering 104\u003c\/p\u003e \u003cp\u003ePlan the Approach 106\u003c\/p\u003e \u003cp\u003eTailor the Solution 108\u003c\/p\u003e \u003cp\u003eAsk for Feedback 115\u003c\/p\u003e \u003cp\u003eStrengthen the Solution 117\u003c\/p\u003e \u003cp\u003eLink Your Solution 124\u003c\/p\u003e \u003cp\u003eCritical Selling: Lessons Learned 125\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Leverage Momentum at Closing: Capture Customer Confidence 127\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSummarize Where You’ve Been 129\u003c\/p\u003e \u003cp\u003eGain Commitment to Move Forward 132\u003c\/p\u003e \u003cp\u003eDefine Next Steps 134\u003c\/p\u003e \u003cp\u003eConfirm with Your Customer 136\u003c\/p\u003e \u003cp\u003eCritical Selling: Lessons Learned 137\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Dealing with Objections: Return to the Land of Discovery 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRecognize Real Objections 140\u003c\/p\u003e \u003cp\u003eUnderstand Why Objections Come Up 141\u003c\/p\u003e \u003cp\u003eBe Prepared for Objections 143\u003c\/p\u003e \u003cp\u003eWork through Objections 146\u003c\/p\u003e \u003cp\u003eMaintain Goodwill and Ask for Feedback 155\u003c\/p\u003e \u003cp\u003eCritical Selling: Lessons Learned 157\u003c\/p\u003e \u003cp\u003e\u003cb\u003eConclusion\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePutting it All Together: Mindset + Practice + Process + Action 159\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePlan Each Sales Interaction 160\u003c\/p\u003e \u003cp\u003eConnect and Reconnect 163\u003c\/p\u003e \u003cp\u003eAsk Questions (and Listen to the Answers) 165\u003c\/p\u003e \u003cp\u003eAdjust Your Attitude 170\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCase Study: The McCrone Group 177\u003c\/p\u003e \u003cp\u003eNotes 191\u003c\/p\u003e \u003cp\u003eAbout Janek Performance Group 195\u003c\/p\u003e \u003cp\u003eAbout the Authors 196\u003c\/p\u003e \u003cp\u003eIndex 199\u003c\/p\u003e \u003cp\u003e\u003cb\u003eNICK KANE\u003c\/b\u003e is a managing partner of Janek Performance Group and co-creator of the Critical Selling methodology. A recognized thought leader and sales performance expert, he guides numerous organizations in improving their sales effectiveness.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eJUSTIN ZAPPULLA\u003c\/b\u003e is a managing partner of Janek Performance Group and co-creator of the Critical Selling methodology. In addition to successfully working with hundreds of well-known brands to develop and implement strategic sales performance solutions, he has trained and coached more than 15,000 sales and sales management professionals worldwide.\u003c\/p\u003e   \u003cp\u003eSales isn't about gimmicks, gadgets, or the next silver bullet. Research shows us that a successful sale comes down to a few critical moments during the sales process between the customer and the sales professional. \u003ci\u003eCritical Selling\u003c\/i\u003e presents an actionable system for sales professionals in every industry who want to improve their approach to identify and capitalize on these critical moments, shorten the sales cycle, and close more deals.   \u003c\/p\u003e\u003cp\u003eFor the first time, the award-winning sales training program from Janek Performance Group is available in a convenient guide for the self-motivated professional. This system is the result of a decade of ongoing research into how customers make their decisions and why top-performing sales professionals win more sales. A cover-to-cover training program, the turnkey performance booster shared in \u003ci\u003eCritical Selling\u003c\/i\u003e brings you up close to the strategies, skills, and best practices of top-performing sales professionals.   \u003c\/p\u003e\u003cp\u003eTrusted by some of the most recognized brands in the world, this wildly successful sales approach provides step-by-step insight into how to successfully sell to today's more-informed buyers, by looking at how to:  \u003c\/p\u003e\u003cul\u003e \u003cli\u003eStrategically plan for each sales call and differentiate from the competition\u003c\/li\u003e \u003cli\u003eAlways know the right thing to say to quickly begin the rapport-building process\u003c\/li\u003e \u003cli\u003eDiscover known and unknown customer needs to build trust and fast-track a sale\u003c\/li\u003e \u003cli\u003eBuild the confidence customers need to make purchasing decisions\u003c\/li\u003e \u003c\/ul\u003e   \u003cp\u003eBy fine-tuning your sales approach with \u003ci\u003eCritical Selling\u003c\/i\u003e, you can achieve more impressive sales results and bring more value to your customers—time and again.  \u003c\/p\u003e\u003cp\u003eWhether you're seeking to improve your own sales performance or to turn around an entire sales department, this real-world guide has all the answers to the challenges you will face. Convenient checklists and real-world examples make it easy to work the concepts covered into your everyday routine to become the top seller everyone else chases—just ask the thousands of alumni already leading the pack.  \u003c\/p\u003e\u003cp\u003eBecome the insightful educator, trusted advisor, and professional salesperson today's sophisticated buyers are looking for by discovering the secrets of \u003ci\u003eCritical Selling\u003c\/i\u003e.      \u003c\/p\u003e\u003cp\u003e\u003cb\u003e\u003ci\u003eWhat it takes to be a top seller\u003c\/i\u003e\u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003eSales isn't about gimmicks, gadgets, or the next silver bullet. Research shows us that a successful sale comes down to a few critical moments during the sales process between the customer and the sales professional. \u003ci\u003eCritical Selling\u003c\/i\u003e presents an actionable system for sales professionals in every industry who want to improve their approach to identify and capitalize on these critical moments, shorten the sales cycle, and close more deals. \u003c\/p\u003e\u003cp\u003eFor the first time, the award-winning sales training program from Janek Performance Group is available in a convenient guide for the self-motivated professional. This system is the result of a decade of ongoing research into how customers make their decisions and why top-performing sales professionals win more sales. A cover-to-cover training program, the turnkey performance booster shared in \u003ci\u003eCritical Selling\u003c\/i\u003e brings you up close to the strategies, skills, and best practices of top-performing sales professionals. \u003c\/p\u003e\u003cp\u003eTrusted by some of the most recognized brands in the world, this wildly successful sales approach provides step-by-step insight into how to successfully sell to today's more-informed buyers, by looking at how to: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eStrategically plan for each sales call and differentiate from the competition\u003c\/li\u003e \u003cli\u003eAlways know the right thing to say to quickly begin the rapport-building process\u003c\/li\u003e \u003cli\u003eDiscover known and unknown customer needs to build trust and fast-track a sale\u003c\/li\u003e \u003cli\u003eBuild the confidence customers need to make purchasing decisions\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eBy fine-tuning your sales approach with \u003ci\u003eCritical Selling\u003c\/i\u003e, you can achieve more impressive sales results and bring more value to your customers—time and again. \u003c\/p\u003e\u003cp\u003eWhether you're seeking to improve your own sales performance or to turn around an entire sales department, this real-world guide has all the answers to the challenges you will face. Convenient checklists and real-world examples make it easy to work the concepts covered into your everyday routine to become the top seller everyone else chases—just ask the thousands of alumni already leading the pack. \u003c\/p\u003e\u003cp\u003eBecome the insightful educator, trusted advisor, and professional salesperson today's sophisticated buyers are looking for by discovering the secrets of \u003ci\u003eCritical Selling\u003c\/i\u003e.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989007352037,"sku":"NP9781119052555","price":30.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119052555.jpg?v=1761782407","url":"https:\/\/k12savings.com\/products\/critical-selling-isbn-9781119052555","provider":"K12savings","version":"1.0","type":"link"}