The Art & Science of Sales

Description

This book makes an effort to simplify the complexities associated with B2B sales. It explains the Science behind sales by clearly defining various technical terms and demystifying the intricate processes. It lays down a basic foundation for new sales professionals trying to make a mark in the field. Simultaneously the book makes an attempt to familiarize sales teams with latest trends and methods for success in B2B sales. The author begins the book by clearly explaining what sales actually is and brings out very clearly the Art and Science factors of Sales. The author differentiates between the Science and Art components. This particular book is focused on the science of sales and the author elaborates in detail in each chapter the various components of science of sales. This includes Sales Models, Sales Process, Prospecting, the role of Social Media, Cold Calling, Preparation for first meeting, Qualifying Leads, Sales Methodologies, Sales Objections and finally Sales Closures. There is a chapter of what constitutes a sales model and different types of models that exist. The book also summarizes the correct way that a business must choose a sales model. The endeavor of author is to capture the practical aspects of sales to enrich the knowledge of budding sales professionals.

About The Author

Over 35 years of disruptive sales strategies have taught Raj One Thing: How to craft the perfect pitch that guarantees 99% closures deal after deal. Extraordinary Sales Leadership record is always punctuated with stellar high performing teams; and Raj has always focused on out-performing competition with the help of his sales warriors who step into the game with a singular focus. Raj is your go-to-go guy if you wish to re-invent your sales teams and achieve 10X business growth at rocket speed. In today’s global economy, the most valuable currency in business is trust. Raj leads both-teams and pitches-in his own unique mannerisms that builds trust in the client’s heart & mind for him as well as his proposed solutions for their critical business challenges. Raj NEVER focuses on short wins and proudly claims 99% closures across his career using this rare combination of trust powered relationships that are truly client centric.

Raj is an excellent orator, he commands and charms every audience he has had the privilege to speak to; combining this with his solutions focused perfect pitches for every client, Raj is a hands-on result oriented Sales Leaders. With a legacy of strong relationships across diverse industries Raj is adept at carving new and profitable alliances with channel partners, liaising with external agencies and managing the overall sales and marketing operations