According to Klaff, creating and presenting a great pitch isn’t an art—it’s a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you’ll remain in complete control of every stage of the pitch process.
Learn innovative new ideas and street-smart tactics for reaching the very top person in any organization. Based on the seminars that have helped thousands of sales professionals from the likes of Canon, 3M, Hewlett-Packard, and MCI, learn how to get to the right person so you can make the sale.
Unquestionably one the best-documented accounts of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN strategy — Situation, Problem, Implication, Need-payoff.
Think a win-win solution is the best way to make the deal? Think again. Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner.
Why are some people and organizations more innovative, more influential and more profitable than others? Why do some command greater loyalty from customers and employees alike? Even among the successful, why are so few able to repeat their success over and over? Find the answers in this inspiring and life-changing bestseller.
Now that complex deals require consensus from a wide range of players across an organization, it turns out only a specific type of customer stakeholder has the credibility, persuasive skill, and will to get deals to the finish line. Learn the research-based tools to target these Challenger customers.
The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. While all types of sales reps can deliver average sales performance, only one type — the Challenger — consistently delivers high performance.