SELLING FOR THE LONG RUN:BUILD LASTING CUSTOMER RELATIONSHIP WENDY FOEGEN REED / FOR BREAKTHROUGH RESULTS / Księgarnia

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ARE YOU IN A GOOD RELATIONSHIP?

Selling for the Long Run provides the key principles for acquiring and maintaining satisfied, repeat-buying customers. How is this achieved? One word: relationships. At first glance, the answer seems simple—but is any relationship simple?

Wendy Reed, CEO of the global sales training firm InfoMentis, helps you make the transformation from an average salesperson who simply presents products to a great salesperson who serves as a collaborative partner with the customer. It's the best sales approach for good economic times, and it's the only one that works when times are tough.

When the buyer perceives you as an advocate for his or her needs, trust is created—and great things follow. Outlining a strategic plan for building customer focus and collaboration into every stage of the sales cycle, Reed provides an insider's perspective to help you:

View the sales process from the customer's point of view
Align your offering with the buyer's needs
Perform proper due diligence before creating your strategy
Gain clearer vision into revenue pipelines and forecasts
Deliver on all promises made—both explicit and implicit

Selling for the Long Run is a blueprint for reenvisioning and retooling your sales cycle to seize the competitive advantage—and keep it. Like any customer in any industry, your prospective buyer's number-one concern is value—bottom line. In the end, he or she wants to make a purchase from a trustworthy partner—which is why you have to stop looking for that one magical "sales technique" and start building the kind of relationships that generate results. Take your first step with Selling for the Long Run.

Table of Contents

Introduction;

Part One: The Problem of the Silver Bullet Syndrome;

Chapter 1. The Silver Bullet and the Buyer’s Perspective;

Chapter 2. The Gap;

Part Two: Determining the Strategy (Without a Silver Bullet);

Chapter 3. Discovery Maps—Understanding Your Buyers Business;

Chapter 4. Influence Maps—Understanding the People Who Vote;

Chapter 5. Competitive Maps—Understanding the Competitive Landscape;

Chapter 6. Using the Maps to Pick Your Strategy;

Part Three: Implementing the Strategy;

Chapter 7. The Joint Evaluation Plan;

Chapter 8. Positioning Your Message to Support the Strategy;

Chapter 9. High Yield Questions to Support Your Strategy;

Chapter 10. Your Call Plan;

Chapter 11. The Overview—Your Game Plan;

Part Four: The Delivery

256 pages, Hardcover

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czy wybrany tytuł polskojęzyczny lub anglojęzyczny jest aktualnie na półce księgarni.