Insight Sales (Corporate and Retail) - Ford, Gary R.
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Whether you work in retail sales, corporate sales or some hybrid of the two, this sales approach works. Whether you sell raw materials, professional services, packaged goods or complex technology, this approach works. Whether you sell inexpensive items or high investment products, this approach works. This approach works because it takes the customer to new levels of understanding of what he or she needs, and delivers solutions that reduce the customer's costs and increase his or her benefits. The material in this book is derived from observing the behavior of a collection of high performance…mehr

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Produktbeschreibung
Whether you work in retail sales, corporate sales or some hybrid of the two, this sales approach works. Whether you sell raw materials, professional services, packaged goods or complex technology, this approach works. Whether you sell inexpensive items or high investment products, this approach works. This approach works because it takes the customer to new levels of understanding of what he or she needs, and delivers solutions that reduce the customer's costs and increase his or her benefits. The material in this book is derived from observing the behavior of a collection of high performance individuals. The best of the best sales people have something going for them that their more average peers do not. What you are about to read will challenge the assumptions and thoughts you have about selling. You will be confronted with a new approach to selling that deepens your responsibilities as a sales person while taking you to new heights in sales performance. You'll experience more frequent, larger, and easier sales to increasingly satisfied customers. Discover how the best sales people help each customer to achieve deeper insights. These sales people distinguish themselves by challenging their customers. These people know how to learn about the customer's S.P.I.C.E3 before they recommend complete solutions that lead to increased customer success. The overall sales process, as it should be performed, is presented in an organized series of steps and the important skills are identified for each step in the sales sequence. Clear corporate and retail sales examples show the skills in action. This approach is not magic but real world selling. You will be presented with a practical step-by-step approach with full explanations for why you would choose to sell in this manner. It doesn't matter what you sell. It matters how you sell. Be exceptional and achieve sales at a higher level. Implement just one of the unique ideas in this book and you will more than recover your investment.
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Autorenporträt
Gary R. Ford, MBA, PH.D After achieving undergraduate and master's degrees in business administration plus a Ph.D in Educational Psychology, Gary has had a varied career with all work experience leading to his development of sales training programs based on the new Insight Sales approach. He worked as a lecturer in a business program at the University of Alberta. He practiced as a registered psychologist doing counseling with individuals, couples, and families, as well as organizational development work with health, social service, legal and educational institutions. Through this work he developed his listening skills and expanded his understanding of change processes and systems theory. Seeking practical experience in effective development of his own organization, he then made a radical career choice and operated a retail and corporate sales organization for 20 years, after which he entered his first retirement. Unable to sit still for long, he then worked as a Dean of Business with a start-up Canadian university for five years. Following the death of his spouse of 43 years, he retired again; and used his time to write and develop training materials on Insight Sales and Getting The S.P.I.C.E3.