Principled Selling

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Notă GoodReads:
en Limba Engleză Paperback – 03 Oct 2012

The world of sales has evolved, and buyer behavior has changed - buyers trust social media and personal recommendations more than they trust salespeople. To acquire customers, salespeople need to adapt to the new business environment. Principled Selling discusses the new skills and behaviors needed to win customers, build relationships and retain existing ones.

This highly effective approach to business development helps align sales techniques with the new expectations of customers and clients by emphasizing content marketing and motivating customers, rather than coercing them. Readers will learn to:

- avoid cold calling and generate meetings
- develop relationships built on trust and maintain customer loyalty
- sell services in ways that clients appreciate 
-sustain long-term sales growth
- incorporate social media into an effective business development strategy

Focused on building long-term, profitable relationships rather than manipulation and "closing the sale," Principled Selling offers valuable advice for salespeople in any industry.
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ISBN-13: 9780749466572
ISBN-10: 074946657X
Pagini: 243
Dimensiuni: 160 x 230 x 14 mm
Greutate: 0.4 kg
Editura: Kogan Page


Chapter - 00: Introduction; Section - ONE: The Principled Selling Approach; Chapter - 01: Winning more business today; Chapter - 02: The five principles of Principled Selling; Section - TWO: Principled Selling in Action; Chapter - 03: The Principled Selling Growth Model; Chapter - 04: Bringing the Growth Model to life; Chapter - 05: M2M (motivate to meet) marketing; Chapter - 06: Winning more business with networking and social media; Chapter - 07: M2B (motivating customers to buy); Chapter - 08: M2B (motivate to buy) skills and behaviours; Chapter - 09: Proposals and presentations that WOW!; Chapter - 10: Principled Selling key account management; Section - THREE: Building a Principled Selling culture; Chapter - 11: The Principled Organization; Chapter - 12: Attitude and making time for Principled Selling


"Principled Selling is based on an elgantly simple idea: sellers should adapt to what the buy is interested in buying...It really is an admirable book." --Charles H Green, CEO of Trusted Advisor Associates and author of The Trusted Advisor

"Gives both the 'how-to' and the 'confidence' to successfully sell, without it feeling as if you are selling your soul. It's for this (and many other good reasons) that I am recommending and buying this book for all my clients." --Heather Townsend, co-author of How to Make Partner and Still Have a Life

"This book is...beautifully written, easily digested and will make salespeople more successful (and popular!)." --Andy Bounds, Britain's Sales Trainer of the Year and author of international best-seller The Jelly Effect

Notă biografică

David Tovey