Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably | 
| Authors: Jeff Koser, Chad Koser
Publisher: Greenleaf Book Group LLC
Category: Book
List Price: $19.95
Buy New: $2.89
You Save: $17.06 (86%)
New (37) Used (16) from $2.84
Avg. Customer Rating:  13 reviews
Sales Rank: 137936
Media: Hardcover
Number Of Items: 1
Pages: 224
Shipping Weight (lbs): 1.3
Dimensions (in): 8.4 x 5.9 x 1
ISBN: 1929774575
Dewey Decimal Number: 381
EAN: 9781929774579
Publication Date: October 1, 2008
Availability: Usually ships in 1-2 business days
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Condition: Brand new, gift quality. Ships next day from Kansas City. Satisfaction gauranteed!
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Product Description
Even the most competitive companies only close about 15 percent of the deals in their sales pipelines. That means that salespeople spend time with prospects who, 85 percent of the time, aren't going to buy. Wouldn't those salespeople rather spend more time pursuing prospects they knew they could close? Or spend time with their prospects where it matters most at an executive level? Readers who are ready for exceptional results for themselves and their companies need Selling to Zebras. The Zebra way can help salespeople identify the perfect prospects for their companies--their Zebras--and develop a sales process that will help them close deals 90 percent of the time. The Zebra method of selling will: - Increase close rates
- Shorten sales cycles
- Increase average deal size
- Reduce discounting and increase margins
- Make better use of scarce resources
- Make customers happy, creating a stable of great references
Jeff and Chad Koser don't just offer theories and concepts. They give readers specific tools, models, and spreadsheets they can customize to make the Zebra way the best way for their companies to do business.
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| Customer Reviews: Read 8 more reviews...
Hit your target! November 13, 2008
We've all been through many sales training classes and learned different sales methodologies, but Jeff's "Selling to Zebras" is unrivaled. It's different, it's logical, it's real, it hits home with prospects, and it works! Jeff's knowledge, delivery and support of this sales approach is phenomenal. After working with Jeff, my sales reps and I said, "This is the best training and these are the best tools I've ever learned." On top of all that, Jeff is a pleasure to work with. He's responsive, full of integrity, and adds a tremendous amount of value in front of a customer or prospect.
It really works! November 7, 2008
This method emphasizes the importance of focusing efforts on opportunities that measure up to a set of qualifications ensuring success - or zebra. It helped me close my last deal in 3 months selling business value versus feature/functionality.
A methology for success October 28, 2008
For over 30 years I have sold, focusing on new name business through creativity. The key to success I have found is presenting a problem, and then presenting a solution to that problem with financial bottom line accountability. The methodology presented in Jeff's book is by the most insightful bottom line accountability one can offer backed up by many levels of validation. New name sales people are defined as "hunters" as opposed to "farmers" and in sales "hunters" will always have a job long past their time, and "Selling to Zebra's" will allow hunters to hunt with the highest degree of success.
I am talking from the perspective of a practical user of Jeff Koser's methodology as well as a reader of his book.
Richard Reeve, Hudson New Hampshire
Simple and Effective - It doesn't get any better October 22, 2008
The Kosers have supplied a big AHA!! to the sales world and to General Managers everywhere! Figuring out what your ideal customer really looks and behaves like will save sales organizations thousands of hours by making an active decision not to pursue prospects with a low likelihood of success. Putting all of one's energy and talent into pursuing only potential customers with which there is a high probability of success is fundamental to any company.
There is a lot of content geared to sales people, but this book may be most valuable to CEO's and General Managers whose companies' performance relies so heavily the ability of their sales organizations' ability to close deals.
Developing a Zebra profile is not difficult and the tools and assistance is available through their website. Do it and execute it and watch sales efficiency soar!
Ken McMillan
TEC
Essential Intelligence October 1, 2008
The most essential weapon in my arsenal, from opportunity hunting to inside sales, outside sales and management, I've been an advocate for 10 years. The Zebra methodology and process have always allowed me to take specific aim----not just random shots. Jeff and Chad have put into print the definitions of Zebrafication in a most entertaining way!
Outstanding!
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