Michael Baber - How champions sell

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HOW CHAMPIONS SELL Michael Baber AMACOM American Management Association New York Atlanta Boston Chicago Kansas City San Francisco Washington, D. C. Brussels Mexico City Tokyo Toronto

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title	:	How Champions Sell
author	:	Baber, Michael.
publisher	:	AMACOM Books
isbn10 | asin	:	0814403719
print isbn13	:	9780814403716
ebook isbn13	:	9780585026824
language	:	English
subject	Selling.
publication date	:	1997
lcc	:	HF5438.25.B243 1997eb
ddc	:	658.85
subject	:	Selling.

Page iv This book is available at a special discount when ordered in bulk quantities. For information, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication Data Baber, Michael. How champions sell / Michael Baber. p. cm. Includes bibliographical references and index. ISBN 0-8144-0371-9 1. Selling. I. Title. HF5438.25.B243 1997 658.85dc2196-23715 CIP 1997 Michael Baber. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 10 9 8 7 6 5 4 3 2 1

Page v Contents Foreword vii How to Use This Book ix Acknowledgments xv Introduction 1 Part A: Champions Have Personal Power 11 1 Personal Presence, Power, and Passion 13 2 Really Listening 21 3 Building Partnering Relationships 33 4 Entrepreneurial Attitudes and Skills 42 Part B: Champions Provide Customers Great Value 49 5 "Grasping" Critical Issues 51 6 Facilitated Problem Solving and Planning 57 7 Finding and Offering Specific Added Value 64 8 Finding Problems/Opportunities to Solve 73 Part C: Champions Plan and Organize Effectively 81 9 Territory/Account Planning 83 10 Building Business Cases 97 11 Tremendous, Terrible Technology 103 Part D: Champions Sell Strategically 115 12 Positioning/Differentiating/Focusing as in Strategic Marketing 117 13 Major Account Competitive Selling 125 14 Cultivating Strategic Relationships 135 15 Leveraging Your Selling 139 Part E: Champions Sell Professionally

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