Ebook Download Selling to the Top: David Peoples' Executive Selling Skills

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Selling to the Top: David Peoples' Executive Selling Skills

Ebook Download Selling to the Top: David Peoples' Executive Selling Skills

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From the Back Cover

David Peoples reveals how you can reach the decision makers at the top and clinch the sale. It’s tougher than ever to win over today’s customers, but it helps to have David Peoples on your side. This internationally known author, speaker, and sales trainer has already trained over 8,000 IBM salespeople in his highly successful sales program. He gives you proven strategies for getting your foot in the top executive’s door, building a relationship, and making the sale. In Selling to the Top, he tells you: How to quickly identify the decision makers How to figure out who is the Dominant Influencer (DI) How to meet Mr./Ms. Big (it’s much easier than you think) How to size up Mr./Ms. Big before you’ve met How to develop a detailed plan for calling on executives and how to talk their language by knowing their goals Everything you’ll need to know about the art of persuasion, including how to win, three things that are necessary to persuade another person, how to build trust, and the five most powerful buying motives How to differentiate yourself from your competitor

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About the Author

DAVID A. PEOPLES is an internationally known author and speaker on the subject of presenting, persuading, and winning. As IBM's first consulting instructor, he trained over 8,000 IBM salespeople. He is also the author of the bestselling books Supercharge Your Selling: 60 Tips in 60 Minutes and Presentations Plus, winner of the Maventec Award.

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Product details

Paperback: 248 pages

Publisher: Wiley; 1 edition (June 11, 1993)

Language: English

ISBN-10: 0471581054

ISBN-13: 978-0471581055

Product Dimensions:

6 x 0.6 x 9 inches

Shipping Weight: 15.4 ounces (View shipping rates and policies)

Average Customer Review:

3.5 out of 5 stars

9 customer reviews

Amazon Best Sellers Rank:

#1,259,145 in Books (See Top 100 in Books)

This book is not a heavy reading. In fact, its beauty is in its simplicity and its organization. Having read various books by Brian Tracy, this is a refreshingly simple, less wordy approach. The book has a number of diagrams and illustrations to visually express what you have just read and this serves as extra reinforcement. In fact, simply analyzing his diagrams encourages a deeper understanding of the idea. In terms of concepts, it is a pretty straight forward, understand your customers needs and wants and be sure to empathize, and know your market and value approach. It provides character profiles and best practices to adjust your personality to match that profile and offers a few basic questions to ask to sound more like a consultant and less like peddler.The book is written in what feels like a 6th grade text book with pictures but don't mistake the simplicity in presentation for lack of quality information. If you are looking for a wordy book with lots of high level, in depth ideas I'd recommend Advanced Selling Strategies by Brian Tracy. If, however, you want a summary of a book like that with enough details to be thorough and an excellent number of infographics to tape on your desk as reminders of "how-tos" and "what do consider" then this is a great resource. Don't expect any book to have a magic pill. Selling is ultimately a very interpersonal process that requires you to know yourself, your product, your customer, and your market. This book will remind you how to do just that. You can read it in a day and remember it for a lifetime.

It’s complete drivel...a firm grasp of the obvious, gross generalizations...people are never that simply...

Good advice, practical learning. Awesome book to growth in sales and as a person. Recommeded to anyone who needs to improve skills in sales.

Good book. Thank you!

"Selling to the Top" is a well-organized presentation of the communication elements needed to stimulate organizational action from the top down. Motivating someone else to act is, after all, a matter of "selling." In turn, selling is a person-to-person dynamic. This emphasis on people is a welcome respite from the flow-chart, statistic-driven style of communication that is usually expected today.The strategy presented in this book is predicated on empathy for the other person. "Find of what they need, then give it to them" is a singularly pivotal quote from the text. Such empathy is attained only through a great deal of preparation, and "preparation" is a major subtext of this book. In reading this book, most elements may seem familiar (if not obvious). The real value is in the way the book organizes these elements systematically to make a whole, coherent communication strategy. This is a blueprint for helping the reader to more successfully identify, engage, and sustain business relationships.However, there are limitations. Mr. Peoples (born 1930) is of the quiet generation, and the interpersonal style that he recommends is in lock-step with the 1950s and 60s. The same is true of Dale Carnegie's "How to Win Friends and Influence People." The chummy approach presented here still fits with mainstream middle-America, especially where suburban, country-club culture is resplendent. However, demographic evolution will increasingly challenge this style template. Emerging ethnic and cultural frameworks impose new verbal and visual cues. "Selling to the Top" will still be of some use in navigating new demographics in the business world, but someone needs to write a follow-up to this dated style guide.

This book is very informative. I have over 20 years of sales experience and seldom read How-To Sell books because I don't believe in theory and advices that much, preferring to do it the hard way (by the seat of the pants, intuition and personal experience and mistakes). When I read this book, I could not but agree more with David Peoples' observations and recommended systematic approach to attacking an account/opportunity. I have unconsciously (or naturally) done most of what Peoples has recommended in his book (obviously NOT as thoroughly as prescribed, we must not forget that it is always easier to say or write about than done). If nothing else, this book forces you to be more rigorous and strategic in your approach to selling and if the type of opportunity that you are pursuing justifies the efforts then its prescribed approach is certainly a very useful and effective one.The [person] who gave this book a bad review certainly has never sold anything of substantial value in his life. This approach obviously only makes sense for selling big ticket items, Peoples has sold IBM hardware and services and not TV sets.

I have been in sales for more than eight years and read plenty of books on this issue. I usually found those books either boring, either far from the real life, or simply stupid.But Selling to the Top - is very different.This book:1. Gave me food for new thoughts.2. Structured and systemized some of my approaches that I was doing by intuition.3. Confirmed my understanding of sales profession.I have found only one weak point of the book: the author does not cover an aspect of how to start business with the customer from scratch - when the customer has never used your product, service or solution before. I think it could be very interesting for sales people in start-ups and in compnaies on so called emerging markets.In general this is the best book on Sales I have read so far.

If you believe that canned enthusiasm, sucking up to clients, and other such techniques, this book is for you. The author obviously has limited business experience selling anything other than perhaps wind up clocks. I believe that this book would make an excellent "what not to do guide." Buyers today aren't idiots. They see right through those low-end techniques and will not part with their dollars because they think you are a nice guy (which I doubt they would think if you were using these transparent techniques)

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Selling to the Top: David Peoples' Executive Selling Skills PDF

Selling to the Top: David Peoples' Executive Selling Skills PDF

Selling to the Top: David Peoples' Executive Selling Skills PDF

Selling to the Top: David Peoples' Executive Selling Skills PDF