Description
Book SynopsisIn our increasingly digitized and fast-paced world, human relationships are often strained—sales relationships even more so. Today’s buyers are better informed, more sophisticated, and more transactional. As a result, sales professionals must navigate new challenges as they seek to develop meaningful relationships with these sometimes elusive buyers.
In
Human To Human Selling, sales strategist Adrian Davis details how sales professionals and the people who manage them can increase sales performance while developing strategic relationships with their customers. Bringing sales professionals out of the Industrial Age adversarial model of sales into the “Age of Business Reformation,”
Human To Human Selling presents a step-by-step process for building symbiotic relationships with buyers—connections that are both mutually rewarding and emotionally fulfilling and lead to the “right-fit” customer.
Human To Human Selling -Provides a fresh perspective on sales and customer relationship management
-Bridges the gap between sales techniques and corporate strategy, enabling salespeople to sell higher
-Provides practical techniques for strategic selling
The results will speak for themselves: sales professionals that are a strategic asset to their buyers as well as their employers.
Trade Review“Few things are more important than recognizing the value that customers create for your company. Of course, they create the most value for you when you create the most value for them. Simple, but it's shocking how many companies are busy marketing and selling—and forget this simple truth. Adrian Davis has laid out a plan designed to help novice and experienced salespeople, and the executives who manage them, grow their own companies by helping their customers succeed. More than just inspiration, this book provides sound approaches, memorable thinking, and practical checklists for closing deals that work for both buyer and seller. You need this book on your bookshelf, and in your head every time you work with a customer.”
-- Don Peppers and Martha Rogers, Ph.D., Founders of Peppers & Rogers Group, Co-authors of
Extreme Trust: Honesty as a Competitive Advantage and a series of bestselling books on customer relationships and customer value
Table of ContentsAcknowledgments
About the Author
Introduction
Part One: Redefining the Customer Relationship: From Adversarial to HumanChapter 1: A Brief History of Customer Relationships
Chapter 2: Selling to Humans: The Five Stages of Relationship Development
Part Two: Human-to-Human Selling: Getting InvolvedChapter 3: Follow the Buying Cycle
Chapter 4: Phase One: Awareness
Chapter 5: A-SALE and a Story
Chapter 6: Phase Two: Assessment
Chapter 7: Phase Three: Apprehension
Chapter 8: Phase Four: Action
Chapter 9: Phase Five: Adoption
Part Three: The Human-to-Human Enterprise: Growing UpChapter 10: The Human-to-Human Enterprise Lifecycle: The Five Stages of Company Development
Chapter 11: The Winners’ Quadrant
Chapter 12: The Way Forward
Resources
