Smarter selling : how to grow sales by building trusted relationships /

Learn what works and what doesn't work in selling today. The authors illustrate how to meet buyer's needs and increase sales numbers.

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Dugdale, Keith
Otros Autores: Lambert, David
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Harlow, England ; New York : Financial Times Prentice Hall, 2011.
Edición:2nd ed.
Temas:
Selling.
Customer relations.
Vente.
selling.
Customer relations
Selling
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • Cover
  • Contents
  • Acknowledgements
  • About The Authors
  • Foreword
  • Preface To The Second Edition
  • Introduction
  • 1 Ioweu
  • Next Generation Sales Strategies
  • Selling Today
  • Next-Generation Sales Strategies
  • Relationship Capital
  • The Ioweu Sales Journey
  • Customer, Client Or Account
  • 2 How Your Buyers Really See You
  • Why You Need To Know How Your Buyers See You
  • Who You Are
  • The Octagon Behavioural Assessment
  • What Are You Going To Do Next?
  • Finding Out What Other People Really Think
  • Patterns and Research
  • 3 Understanding and Changing Your Relationships
  • Types Of Relationship
  • The Components Of Trust
  • Knowing Where You Are With A Relationship
  • How To Change Your Relationships
  • Helping Buyers' Internal Relationships
  • A Matrix Of Relationships
  • 4 Understanding and Adapting To Buyers
  • Different Organisational Approaches To Buying
  • Buyer Types and Their Influence
  • Roles
  • Personal Preferences
  • 5 Building Rapport and Trust
  • The I We U Approach
  • Control and Structure
  • Personal Power
  • I We U
  • 6 Uncovering Real Value
  • Introducing Shape
  • Surface (Challenges
  • Current State)
  • Hunt (For Challenges)
  • Adjust (To Change Direction)
  • Paint (For Positive Future Outcomes)
  • Engage (Move To Action)
  • Shape Summary
  • An Easier Shape
  • Common Areas For Questioning: Focus-5
  • Value Sheets
  • 7 Moving To A Higher Level Of Conversation
  • Different Levels Of Conversation
  • Getting From Level 1 To Level 4
  • Spicy Questions
  • Facts and Feelings
  • 8 Cementing Credibility and Trust With Your Buyers
  • Confirming and Clarifying
  • Cc Notes
  • No Proposals
  • The Draft Work-Plan
  • The Great Price Lie
  • 9Presenting Your Ideas For Positive Impact
  • Audience
  • Structure
  • Proof and Storytelling
  • Delivery
  • Q & A
  • Visuals
  • 10 Getting Smarter: Putting Ioweu To Work.
  • 11 Summary Of Key Messages
  • Additional Resources
  • Your Octagon Behavioural Assessment
  • Your Octagon Action Plan
  • Buyer Feedback Tool
  • Recognising Shape Questions
  • Blank Planning Sheets
  • Notes
  • Index.

Ejemplares similares