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Standort: Reno, Nevada, USA
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eBay-Artikelnr.:376359534506
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- Sehr gut
- Hinweise des Verkäufers
- Publication Name
- McGraw-Hill Education
- ISBN
- 9780071823654
Über dieses Produkt
Product Identifiers
Publisher
Mcgraw-Hill Education
ISBN-10
0071823654
ISBN-13
9780071823654
eBay Product ID (ePID)
166247622
Product Key Features
Book Title
Changing the Sales Conversation: Connect, Collaborate, and Close
Number of Pages
176 Pages
Language
English
Publication Year
2014
Topic
E-Commerce / Internet Marketing, General, Sales & Selling / General
Illustrator
Yes
Genre
Business & Economics
Format
Hardcover
Dimensions
Item Height
0.8 in
Item Weight
14.6 Oz
Item Length
9.3 in
Item Width
6.3 in
Additional Product Features
Intended Audience
Trade
LCCN
2013-033431
Dewey Edition
23
Dewey Decimal
658.872
Table Of Content
Foreword vii Acknowledgments xi 1. Introduction 1 2. Futuring: Meta-Preparation 15 3. Heat-Mapping: Anticipating Client Needs 47 4. Value-Tracking: Shaping Solutions 83 5. Phasing: Controlling the Process 109 6. Linking: Connecting Emotionally 135 Opening into the Future 145 Appendix 147 Index 155
Synopsis
CREATE BETTER, MORE EFFECTIVE CONVERSATIONS IN TODAY'S HYPER-DIGITAL WORLD In this era of iPads, iPhones, and apps, salescommunications may be growing, but sales conversations are dying--and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits.Salespeople can no longer rely on the traditional sales methodologies. They must change the conversation. A visionary of the consultative sales movement, Linda Richardson has again moved selling forward by reengineering the sales conversation. Purchasing has become a core competency for clients. They evaluate theiroptions against checklists they carefully develop.Richardson helps you understand what is on their checklists and align your solutions with their business and personal priorities to help you win. Clients today are focused on business outcomes.They are interested in reducing risk. They turn to peers and social networks to self-educate before turning to salespeople. To engage them you must demonstrate that youknow their world and that you are prepared with insights and ideas to add to what they already know. Richardson gives you five clear strategies and tools to help you do just that. You will create and shape opportunities, prepareand probe in an entirely new way, gain client consensus, and use sales process and tools to guide and accelerate closing. You will learn: Futuring to prepare for and anticipate customer needs Heat-mapping to use insights to focus and engage customers Value-tracking to connect your solutions to business outcomes and ROI Phasing to use sales process to forecast accurately and close Linking to reassert heart and trust into your sales conversations Linda Richardson was named Sales Thought Leader for 2013 and this book shows why as she helps you sometimes tweak but more often change how you sell. She builds on your foundation to take your selling to a new elevationand bring your sales results along with it. PRAISE FOR CHANGING THE SALES CONVERSATION "Linda Richardson is in the Sales Hall of Fame. Her new book, Changing the Sales Conversation , is not an option. It's an imperative. When Linda Richardson says it's time to change the sales conversation, you can bet your job, and your wallet, that it's time to change." -- Jeffrey Gitomer, author of The Little Red Book of Selling "The sales game has changed radically in recent years, and there's no going back. Richardson not only gets the big picture about the new world of sales, but she also provides the kind of insidebaseball details new and experienced salespeople can really use. This book stands out in a field bloated with old thinking and tired cliches." -- Daniel H. Pink, author of Drive and To Sell Is Human "This book is beyond a 'must-read' or 'must-have' book. This is a MUST-DO guide. It is a landmark book in which Linda Richardson gives us an updated road map that clearly explains today's AND tomorrow's buying patterns and how to leverage technology, connections, andexceptional expertise to win on the new sales landscape." -- Marc Ramos, Global Lead, Google Enterprise Learning, Google "Linda has created a sales foundation for the profession of selling across all industries. With Changing the Sales Conversation she has seized on the new emerging trend: the conversation economy. This is the most substantive and authoritative book on conversation management on the market. A must-read for every sales leader and every top performing salesperson." -- Gerhard Gschwandtner, CEO, Selling Power "Linda's new book accomplishes the almost-impossible: providing an easy-to-understand road map for selling in an increasingly complex business world." -- Geoffrey James, author of Business, CREATE BETTER, MORE EFFECTIVE CONVERSATIONS IN TODAY'S HYPER-DIGITAL WORLD In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying--and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits. Salespeople can no longer rely on the traditional sales methodologies. They must change the conversation. A visionary of the consultative sales movement, Linda Richardson has again moved selling forward by reengineering the sales conversation. Purchasing has become a core competency for clients. They evaluate their options against checklists they carefully develop. Richardson helps you understand what is on their checklists and align your solutions with their business and personal priorities to help you win. Clients today are focused on business outcomes. They are interested in reducing risk. They turn to peers and social networks to self-educate before turning to salespeople. To engage them you must demonstrate that you know their world and that you are prepared with insights and ideas to add to what they already know. Richardson gives you five clear strategies and tools to help you do just that. You will create and shape opportunities, prepare and probe in an entirely new way, gain client consensus, and use sales process and tools to guide and accelerate closing. You will learn: Futuring to prepare for and anticipate customer needs Heat-mapping to use insights to focus and engage customers Value-tracking to connect your solutions to business outcomes and ROI Phasing to use sales process to forecast accurately and close Linking to reassert heart and trust into your sales conversations Linda Richardson was named Sales Thought Leader for 2013 and this book shows why as she helps you sometimes tweak but more often change how you sell. She builds on your foundation to take your selling to a new elevation and bring your sales results along with it. PRAISE FOR CHANGING THE SALES CONVERSATION "Linda Richardson is in the Sales Hall of Fame. Her new book, Changing the Sales Conversation , is not an option. It's an imperative. When Linda Richardson says it's time to change the sales conversation, you can bet your job, and your wallet, that it's time to change." -- Jeffrey Gitomer, author of The Little Red Book of Selling "The sales game has changed radically in recent years, and there's no going back. Richardson not only gets the big picture about the new world of sales, but she also provides the kind of insidebaseball details new and experienced salespeople can really use. This book stands out in a field bloated with old thinking and tired cliches." -- Daniel H. Pink, author of Drive and To Sell Is Human "This book is beyond a 'must-read' or 'must-have' book. This is a MUST-DO guide. It is a landmark book in which Linda Richardson gives us an updated road map that clearly explains today's AND tomorrow's buying patterns and how to leverage technology, connections, and exceptional expertise to win on the new sales landscape." -- Marc Ramos, Global Lead, Google Enterprise Learning, Google "Linda has created a sales foundation for the profession of selling across all industries. With Changing the Sales Conversation she has seized on the new emerging trend: the conversation economy. This is the most substantive and authoritative book on conversation management on the market. A must-read for every sales leader and every top performing salesperson." -- Gerhard Gschwandtner, CEO, Selling Power "Linda's new book accomplishes the almost-impossible: providing an easy-to-understand road map for selling in an increasingly complex business world." -- Geoffrey James, author of Business Without the Bullsh*t "Once again, Linda
LC Classification Number
HF5415.1265
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Better World Books West
98,8% positive Bewertungen•1,5 Mio. Artikel verkauft
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- h***2 (1185)- Bewertung vom Käufer.Letzte 6 MonateBestätigter KaufThe book arrived swiftly packaged in a protective plastic envelope, but it was a paperback not hardcover as listed. I contacted seller and they apologized, refunded me and suggested several things to do with the book after allowing me to keep it. I have gone ahead and ordered a hardcover from the same seller. I’m a repeat customer and hope to remain so. This mixup was a first, but I’m very impressed with their prompt response and professionalism. Kudos :)
- e***7 (882)- Bewertung vom Käufer.Letzter MonatBestätigter KaufMy complaint about large book sellers is they don’t securely package their books, and this was no exception. I sell books on eBay and when I do they are usually wrapped in bubble wrap and then with paper bags I obtain from stores and then I use good tape. I get lots of positive reviews for my secure wrapping. This book arrived in thin plastic with no padding. Yes, this was a good price, arrived quickly, and as listed . You get break on postage, use some of that savings for better packaging