{"product_id":"stop-selling-and-start-leading-9781119446286","title":"Stop Selling and Start Leading","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003e\u003cbr\u003eNAMED THE #3 TOP SALES BOOK OF 2018!\u003cbr\u003e\u003cbr\u003eMake extraordinary sales happen!\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer's journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them  and more likely to buy from them.\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eStop Selling \u0026amp; Start Leading\u003c\/i\u003e, you'll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mindset, and in the sales role itself, is the key to boosting your overall sales effectiveness.\u003c\/p\u003e \u003cp\u003e Inspire, challenge, and enable buyers\u003cbr\u003e  Change your behavior to build trust and increase sales\u003cbr\u003e  Step into your leadership \u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eINTRODUCTION: HOW YOU MAKE EXTRAORDINARY SALES HAPPEN 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003eWHAT IF SELLERS BEHAVED AS LEADERS? 7\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER ONE: WHEN SELLERS ARE AT THEIR BEST 9\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRedefining the B2B Buyer Experience 10\u003c\/p\u003e \u003cp\u003eMore of the Same Behaviors Results in More of the Same Reactions 10\u003c\/p\u003e \u003cp\u003eSomething Different, but What? 10\u003c\/p\u003e \u003cp\u003eLessons from the B2C Customer Experience 13\u003c\/p\u003e \u003cp\u003eMeeting the Preferences of Today’s Buyers 14\u003c\/p\u003e \u003cp\u003eResearch Provides a Behavioral Blueprint 15\u003c\/p\u003e \u003cp\u003eFindings and Implications 16\u003c\/p\u003e \u003cp\u003eThe Five Practices of Exemplary Leadership 17\u003c\/p\u003e \u003cp\u003eModel the Way 18\u003c\/p\u003e \u003cp\u003eInspire a Shared Vision 19\u003c\/p\u003e \u003cp\u003eChallenge the Process 20\u003c\/p\u003e \u003cp\u003eEnable Others to Act 20\u003c\/p\u003e \u003cp\u003eEncourage the Heart 21\u003c\/p\u003e \u003cp\u003eIt’s Time for Real Change 22\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWO: CREDIBILITY IS THE FOUNDATION OF BOTH LEADERSHIP AND MAKING THE SALE 23\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStereotypical Sales Behaviors Diminish Seller Credibility 24\u003c\/p\u003e \u003cp\u003eCredibility Makes a Difference 25\u003c\/p\u003e \u003cp\u003eThe Prescription for Strengthening Your Personal Credibility 28\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePRACTICE 1: MODEL THE WAY 31\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER THREE: CLARIFY VALUES 33\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFind Your Voice 34\u003c\/p\u003e \u003cp\u003eAffirm Shared Values 38\u003c\/p\u003e \u003cp\u003eTake Action: Clarify Values 44\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER FOUR: SET THE EXAMPLE 45\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLive the Shared Values 47\u003c\/p\u003e \u003cp\u003eTeach Others to Model the Values 52\u003c\/p\u003e \u003cp\u003eTake Action: Set the Example 57\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePRACTICE 2: INSPIRE A SHARED VISION 59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER FIVE: ENVISION THE FUTURE 61\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eImagine the Possibilities 63\u003c\/p\u003e \u003cp\u003eFind a Common Purpose 68\u003c\/p\u003e \u003cp\u003eTake Action: Envision the Future 72\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER SIX: ENLIST OTHERS 73\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAppeal to Common Ideals 75\u003c\/p\u003e \u003cp\u003eAnimate the Vision 79\u003c\/p\u003e \u003cp\u003eTake Action: Enlist Others 84\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePRACTICE 3: CHALLENGE THE PROCESS 85\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER SEVEN: SEARCH FOR OPPORTUNITIES 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSeize the Initiative 90\u003c\/p\u003e \u003cp\u003eExercise Outsight 93\u003c\/p\u003e \u003cp\u003eTake Action: Search for Opportunities 99\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER EIGHT: EXPERIMENT AND TAKE RISKS 101\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGenerate Small Wins 103\u003c\/p\u003e \u003cp\u003eLearn from Experience 107\u003c\/p\u003e \u003cp\u003eTake Action: Experiment and Take Risks 112\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePRACTICE 4: ENABLE OTHERS TO ACT 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER NINE: FOSTER COLLABORATION 115\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCreate a Climate of Trust 118\u003c\/p\u003e \u003cp\u003eFacilitate Relationships 124\u003c\/p\u003e \u003cp\u003eTake Action: Foster Collaboration 128\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TEN: STRENGTHEN OTHERS 129\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDevelop Competence and Confidence 133\u003c\/p\u003e \u003cp\u003eTake Action: Strengthen Others 139\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePRACTICE 5: ENCOURAGE THE HEART 141\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER ELEVEN: RECOGNIZE CONTRIBUTIONS 143\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eExpect the Best 145\u003c\/p\u003e \u003cp\u003ePersonalize Recognition 150\u003c\/p\u003e \u003cp\u003eTake Action: Recognize Contributions 155\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWELVE: CELEBRATE THE VALUES AND VICTORIES 157\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCreate a Spirit of Community 160\u003c\/p\u003e \u003cp\u003eBe Personally Involved 164\u003c\/p\u003e \u003cp\u003eTake Action: Celebrate the Values and the Victories 169\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER THIRTEEN: LEADERSHIP IS EVERYONE’S BUSINESS 171\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSOURCES AND NOTES 179\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction: How You Make Extraordinary Sales Happen 179\u003c\/p\u003e \u003cp\u003eChapter 1: When Sellers Are at Their Best 179\u003c\/p\u003e \u003cp\u003eChapter 2: Credibility Is the Foundation of Both Leadership and Making the Sale 180\u003c\/p\u003e \u003cp\u003eChapter 3: Clarify Values 181\u003c\/p\u003e \u003cp\u003eChapter 4: Set the Example 181\u003c\/p\u003e \u003cp\u003eChapter 5: Envision the Future 182\u003c\/p\u003e \u003cp\u003eChapter 6: Enlist Others 182\u003c\/p\u003e \u003cp\u003eChapter 7: Search for Opportunities 183\u003c\/p\u003e \u003cp\u003eChapter 8: Experiment and Take Risks 183\u003c\/p\u003e \u003cp\u003eChapter 9: Foster Collaboration 184\u003c\/p\u003e \u003cp\u003eChapter 10: Strengthen Others 185\u003c\/p\u003e \u003cp\u003eChapter 11: Recognize Contributions 186\u003c\/p\u003e \u003cp\u003eChapter 12: Celebrate the Values and Victories 186\u003c\/p\u003e \u003cp\u003eChapter 13: Leadership Is Everyone’s Business 188\u003c\/p\u003e \u003cp\u003eAcknowledgments 189\u003c\/p\u003e \u003cp\u003eAbout the Authors 191\u003c\/p\u003e \u003cp\u003eIndex 197\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49407057658199,"sku":"9781119446286","price":17.09,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119446286.jpg?v=1730498024","url":"https:\/\/bookcurl.com\/products\/stop-selling-and-start-leading-9781119446286","provider":"Book Curl","version":"1.0","type":"link"}