Advanced selling techniques pdf

Executives were 70 percent more likely to choose a risky option when the status quo was framed as a loss to be avoided. The study demonstrated the impact of Loss Aversion , a behavioral concept important to Prospect Theory.

Pioneered by social psychologists Amos Tversky and Daniel Kahneman, Prospect Theory states that humans are two to three times more likely to make a decision or take a risk to avoid a loss than to do the same to achieve a gain. When you introduce risk and then create a buying vision for the executive to solve that risk, you light up their brain to think and act more urgently.

Yet, most sales and marketing leaders nearly 60 percent see no need to take a different approach between customer acquisition and customer expansion. More than half believe the same provocative messages and sales techniques they use with new prospects are still applicable in a renewal scenario with customers.

Despite this pervasive belief, B2B DecisionLabs research shows that customer retention and expansion conversations require entirely different messages and skills. If you truly want to improve how you sell, you need to master a diverse set of sales techniques like these, sharpened with situational awareness to know when and how to adapt to each situation. Get the newly updated e-book, Winning the Four Value Conversations , to get more science-backed strategies and insights to win your most critical sales conversations.

Tim Riesterer has dedicated his career to improving the conversations marketers and salespeople have with prospects and customers. As chief strategy and research officer for Corporate Visions, he sets the direction and develops products for this leading marketing and sales messaging, content and training company.

E-book: High-Velocity Selling. E-book: Winning the Four Value Conversations. See All Content. Tim Riesterer Chief Strategy Officer Tim Riesterer has dedicated his career to improving the conversations marketers and salespeople have with prospects and customers. Search this website Type then hit enter to search. This website uses cookies to improve your experience.

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Advanced selling strategies : the proven system of sales ideas, methods, and techniques used by top salespeople everywhere Item Preview. EMBED for wordpress. Want more? Advanced embedding details, examples, and help!

Chapter 3: Partnering with Customers - 33 minutes. Chapter 4: Knowing Your Customer - 36 minutes. Chapter 5: Prospecting for Profits - 29 minutes. Chapter 6: Personal Performance - 35 minutes. Chapter 7: Gap Analysis - 25 minutes. Chapter 8: Building Buyer Desire - 33 minutes.

Chapter 9: Beating the Competition - 35 minutes. Chapter Power, Politics, and Influence - 28 minutes. Chapter The End Game of Selling - 32 minutes. Chapter Leading the Field Part 1 of 2 - 32 minutes. Chapter Leading the Field Part 2 of 2 - 12 minutes. Advanced Selling Techniques Workbook.