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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.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Otros Autores: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Harlow, England ; New York :
Financial Times Prentice Hall,
2011.
|
| Edición: | 2nd ed. |
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
MARC
| LEADER | 00000cam a2200000Ia 4500 | ||
|---|---|---|---|
| 001 | OR_ocn781718928 | ||
| 003 | OCoLC | ||
| 005 | 20231017213018.0 | ||
| 006 | m o d | ||
| 007 | cr unu|||||||| | ||
| 008 | 120327s2011 enka o 001 0 eng d | ||
| 010 | |a 2011027578 | ||
| 040 | |a UMI |b eng |e pn |c UMI |d OCLCQ |d NLE |d OCLCO |d IDEBK |d OCLCQ |d OCLCF |d OCLCQ |d VT2 |d CZL |d OCLCO |d OCLCQ |d OCLCO | ||
| 015 | |a GBB117680 |2 bnb | ||
| 016 | 7 | |a 015748240 |2 Uk | |
| 019 | |a 1153019445 | ||
| 020 | |z 9780273750444 |q (pbk.) | ||
| 020 | |a 0273750445 |q (pbk.) | ||
| 020 | |a 9780273750444 | ||
| 035 | |a (OCoLC)781718928 |z (OCoLC)1153019445 | ||
| 037 | |a CL0500000129 |b Safari Books Online | ||
| 050 | 4 | |a HF5438.25 |b .D85 2011 | |
| 082 | 0 | 4 | |a 658.85 |2 22 |
| 049 | |a UAMI | ||
| 100 | 1 | |a Dugdale, Keith. | |
| 245 | 1 | 0 | |a Smarter selling : |b how to grow sales by building trusted relationships / |c Keith Dugdale & David Lambert. |
| 246 | 3 | 0 | |a How to grow sales by building trusted relationships |
| 250 | |a 2nd ed. | ||
| 260 | |a Harlow, England ; |a New York : |b Financial Times Prentice Hall, |c 2011. | ||
| 300 | |a 1 online resource (xxii, 247 pages) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 588 | 0 | |a Print version record. | |
| 500 | |a Includes index. | ||
| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | |a 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. | |
| 505 | 8 | |a 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. | |
| 520 | |a Learn what works and what doesn't work in selling today. The authors illustrate how to meet buyer's needs and increase sales numbers. | ||
| 520 | |b This book shows readers the smarter way to sell -by building trusted consultative relationships with their customers. Whatever you are selling, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well. | ||
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Customer relations. | |
| 650 | 6 | |a Vente. | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a Customer relations |2 fast | |
| 650 | 7 | |a Selling |2 fast | |
| 700 | 1 | |a Lambert, David. | |
| 776 | 0 | 8 | |i Print version: |a Dugdale, Keith. |t Smarter selling. |b 2nd ed. |d Harlow : Financial Times Prentice Hall, 2011 |z 9780273750444 |w (OCoLC)751494193 |
| 856 | 4 | 0 | |u https://learning.oreilly.com/library/view/~/9780273750444/?ar |z Texto completo (Requiere registro previo con correo institucional) |
| 938 | |a ProQuest MyiLibrary Digital eBook Collection |b IDEB |n cis23823605 | ||
| 994 | |a 92 |b IZTAP | ||