Publisher's Synopsis
You are a Sales Professional. No doubt, you've attended workshops and read various books by seasoned sales experts. And all of that is good. But why are you only listening to 'sales' experts, when you can learn from the very Professionals you're trying to sell to . . . Corporate Buyers! "FEEDBACK! Sales Advice from the Buyer's Desk" is the world's ONLY sales book written by an experience & certified Professional Buyer. FEEDBACK provides candid observations, invaluable insight and 'Buyer-Endorsed' strategies from those who actually buy for a living. Based on the responses of 100's of diverse Buyers and Sourcing Agents from across the Nation, this ground-breaking book allows you to sit behind the Buyer's desk and experience the entire sales process from their perspective. From cold-calling to sales meetings, quoting, negotiating, communicating and developing a business relationship. This is NOT a basic 'how-to' book about selling. Instead, FEEDBACK provides an insight into the confidential world of Corporate Purchasing by those who are the constant recipients of sales strategies. It verifies the business practices Buyers prefer, as well as those they secretly despise but aren't telling you! It also provides recommended sales approaches Buyers themselves would use if they were in sales; things most Sales Professionals don't do - but should! FEEDBACK will allow you to: Understand how Buyers think and why they source to specific suppliers. Find out how to gain access to even the most elusive Buyers. Uncover what Purchasing doesn't want you to know. Discover what most sales books preach that you need to avoid. Find out the number one sales meeting mistake most Sales Reps make. Learn how to take business from your competitors. Find out how to lower your quote without feeling it. Understand 'price' vs. 'value' from the Buyer's perspective. Discover how to submit the perfect quote package. Learn how to counter negotiation tactics used by today's Buyers. Find out how Sales Reps make it difficult for Buyers to communicate with them. Understand what it takes to be a preferred Sales Professional. Discover what your End-Users are communicating to the Buyer's they work with. Find out what 80% of Buyers prefer, but only 20% of Sales Reps are doing. Whether you're a Sales Representative, Sales Manager or Business Owner, a career in sales is not an easy profession. That's why it's imperative to understand the Buyers-own perspective on the things you do and say as a Sales Professional. FEEDBACK is a unique, one-of-a-kind book that will improve your sales opportunities by changing the way you think, act and approach business. And it will do that by putting you behind the desk of those who buy from you. This is the world's only SALES book written by a Professional BUYER. And isn't it about time?
