Description
Book SynopsisLearn how to develop the values proven to boost sales performance, to ensure customers choose you over the competition in today's crowded marketplace. For years, sales people have struggled with cliched views of how they sell, while at the same time customers have become more sophisticated and discerning, stopping off at different or unconventional places in the sales funnel. The result is that the technique of sales people controlling the sales conversation and learning how to influence the customer no longer works.
Selling Transformed introduces the new world of selling, and addresses the reasons why sales people are so poorly perceived.
Selling Transformed provides fresh, tangible ideas on how to develop better sales practices. Focusing as much on the customers as on the sellers, it explains key theories of selling effectively and introduces four proven strategies that are based on the values customers look for in sales people: authenticity, client-centricity, proactive creativity and being tactfully audacious. Explaining what customers look for in sales people, and advising on how to develop and deliver these values, this is a new type of sales manual guaranteed to improve sales performance.
Trade Review"Clarifies and reminds us of the human basics and values essential to effective selling - then, now and in the future." * Frank Cespedes, Senior Lecturer, Harvard Business School, and author of Sales Management That Works *
"The definitive handbook for people who truly believe that sales is a profession worth investing a lifetime in." * Simon Dale, Managing Director, South East Asia, Adobe *
"If your ambition is to improve as a sales professional, this is a must-read book, with theory, practice and tools combined." * Monic van Aarle, Chief Commercial Officer, SAP Nederland BV *
Table of Contents
- Chapter - 00: Introduction;
- Chapter - 01: How history informs current sales practice;
- Chapter - 02: Sales psychology and the pressure of time;
- Chapter - 03: Changing sources of competitive advantage require a new selling paradigm;
- Chapter - 04: A new paradigm of selling based on values - the research journey;
- Chapter - 05: Values creating a positive or negative selling experience;
- Chapter - 06: Values that are an antecedent to trust;
- Chapter - 07: Principle one - the value of authenticity;
- Chapter - 08: Principle two - the value of client-centricity;
- Chapter - 09: Principle three - the value of proactive creativity;
- Chapter - 10: Principle four - the value of tactful audacity;
- Chapter - 11: Royal Caribbean International case study: turning a potential disaster into an opportunity;
- Chapter - 12: The role of leadership in transforming sales;
- Chapter - 13: Looking to the future;
