Features
- Cover Type: Hard Cover with 292 pages
- Published by: Flow Publishing
- Edition: 1st Edition December 1, 2007
- Written in: English
- ISBN 10 Number: 0971303126
- ISBN 13 Number: 978-0971303126
-
Book Dimensions:
9.1 x 6.3 x 1.3 inches
- Weighs: 1.3 pounds
Product Review
How many times have you heard that to sell to the CEO you have to become a trusted advisor? Think Like a CEO gives you the roadmap to become that trusted advisor. --
Justin Doster, Business Development Executive, IBMImagine that, a sales book which actually addresses our issues and challenges us to change our sales behavior! I am completely impressed! I will bet I have read as many sales books as anyone. Further, I wasted at least $50 bucks on my last two which I threw away. NAME DELETED and NAME DELETED. Loved the title, hated the book. What turns me off on so many sales books is the focus on technique and trick bag. This is substance! This should be a text book for any student of professional sales. --
Rich McGhee, VP Sales, ServigisticsThe book helps businesspeople get inside the head of their C-level prospects by becoming fluent in the language of business, including learning how to read and understand a balance sheet; that they position their sales appeals towards their prospects profit strategies; and that they develop a compelling case as to how their products or services will impact those strategies. Thinking like a CEO requires that we look at things from the perspective of our customers, prospects and clients and align with their needs. It s an attitude that employees at every level can adopt. We may not all be CEO s but all of us can think like one using this book. So whether you are manufacturing bowling balls or selling to a pro sports team, read this book and Think Like a CEO. --
Rocky Mountain News
Product Description
*** 2008 Axiom Business Book Award GOLD MEDALIST - SALES ***2008 Independent Publisher Award GOLD MEDALIST - BUSINESS *** Think Like a CEO outlines a Business Strategy focused on driving top line revenue. Everyone in the business who touches, or sells requirements to think like the CEO of the business they are calling on. The tools and templates of the Wall Street Selling Methodology TM are unique and unlike any other sales method. This is not a book filled with fluff or feel goods that promise results. It is not a repackaging of personality definitions, and it doesn t walk you through ten or fifteen or twenty yes/no questions to tell you that your deal is qualified. This methodology will transform the way you approach your sales tasks, and allow you to compete and excel in this environment. Here are just a few sample questions that will take you less than 2 minutes to discover before you make that next call. 1. How is your prospect performing relative to its competitors? 2. How is your prospects productivity relative to its competitors? 3. What are the industry issues your prospect is dealing with? 4. What is your prospects Cash2Cash Cycle and how will you impact it? 5. What are the Profit Strategies you prospect is pursuing, and how do you align to them? These are just several examples of how you will be differentiating yourself from your competition, and be developing a message that will resonate with your C-Level client, as well as throughout his organization.
Reader ReviewsI read a lot of business books, as do my colleagues and clients, and the chief complaint about the vast majority of them is that they're cumbersome, overly technical, unfocused, and--ultimately--inaccessible. Think Like A CEO overcomes all of this. It succeeds in presenting a wealth of information in succinct, entertaining, humorous, and engaging fashion, which is why it's pitch-perfect for anyone looking for a behind-the-scenes glimpse into the CEO's mind. If you're in need of a leg-up on your competition, this is your book. Read it, and you'll learn how to, step-by-step, anticipate the objections, evaluate the needs, and successfully sell to the CEO's in your target-area. It will be required reading for all of my staff, and if you're serious about beating your competition, it should be for you and yours as well.
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