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Human to Human Selling de Adrian Davis

Human to Human Selling

Autor Adrian Davis
en Limba Engleză Hardback – 8 apr 2014
In our increasingly digitized and fast-paced world, human relationships are often strained sales relationships even more so. Today s buyers are better informed, more sophisticated, and more transactional. As a result, sales professionals must navigate new challenges as they seek to develop meaningful relationships with these sometimes elusive buyers.
In "Human To Human Selling," sales strategist Adrian Davis details how sales professionals and the people who manage them can increase sales performance while developing strategic relationships with their customers. Bringing sales professionals out of the Industrial Age adversarial model of sales into the Age of Business Reformation, "Human To Human Selling" presents a step-by-step process for building symbiotic relationships with buyers connections that are both mutually rewarding and emotionally fulfilling and lead to the right-fit customer. "Human To Human Selling"
-Provides a fresh perspective on sales and customer relationship management
-Bridges the gap between sales techniques and corporate strategy, enabling salespeople to sell higher
-Provides practical techniques for strategic selling
The results will speak for themselves: sales professionals that are a strategic asset to their buyers as well as their employers.
"
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Specificații

ISBN-13: 9781630471958
ISBN-10: 163047195X
Pagini: 208
Dimensiuni: 157 x 235 x 17 mm
Greutate: 0.5 kg
Editura: Morgan James LLC (IPS)

Cuprins

Acknowledgments
About the Author
Introduction

Part One: Redefining the Customer Relationship: From Adversarial to Human
Chapter 1: A Brief History of Customer Relationships
Chapter 2: Selling to Humans: The Five Stages of Relationship Development

Part Two: Human-to-Human Selling: Getting Involved
Chapter 3: Follow the Buying Cycle
Chapter 4: Phase One: Awareness
Chapter 5: A-SALE and a Story
Chapter 6: Phase Two: Assessment
Chapter 7: Phase Three: Apprehension
Chapter 8: Phase Four: Action
Chapter 9: Phase Five: Adoption

Part Three: The Human-to-Human Enterprise: Growing Up
Chapter 10: The Human-to-Human Enterprise Lifecycle: The Five Stages of Company Development
Chapter 11: The Winners' Quadrant
Chapter 12: The Way Forward
Resources

Notă biografică

Adrian Davis is a consulting COO & CIO, as well as a Visiting Professor in Cybersecurity for University of Sunderland.

Recenzii

“Few things are more important than recognizing the value that customers create for your company. Of course, they create the most value for you when you create the most value for them. Simple, but it's shocking how many companies are busy marketing and selling—and forget this simple truth. Adrian Davis has laid out a plan designed to help novice and experienced salespeople, and the executives who manage them, grow their own companies by helping their customers succeed. More than just inspiration, this book provides sound approaches, memorable thinking, and practical checklists for closing deals that work for both buyer and seller. You need this book on your bookshelf, and in your head every time you work with a customer.”

-- Don Peppers and Martha Rogers, Ph.D., Founders of Peppers &Rogers Group, Co-authors of Extreme Trust: Honesty as a Competitive Advantage and a series of bestselling books on customer relationships and customer value

Extras

Whether we like it or not, the world is changing. Now that the Internet is a primary means of commerce and communication, our world has become more transparent, buyers have become more powerful, and businesses will have to change to compete in this new transparent environment.

Fortunately, the changes being forced upon us are good. They not only serve the best interest of buyers, they also serve the best interest of sellers.

You may be thinking, “Why do we need to change the way we do business? Haven’t we spent a lot of time developing and delivering great products and services? Don’t we deliver them on time? Haven’t we brought down our costs to make our goods and services more affordable? Hasn’t it all been done already?”

Descriere

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In our increasingly digitized and fast-paced world, human relationships are often strained—sales relationships even more so. Sales professionals must navigate new challenges as they seek to develop meaningful relationships with buyers who are often elusive. Human To Human Selling will appeal to sales professionals and the people who manage them by showing how they can increase sales performance while simultaneously developing strategic relationships with their customers.