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