Because buyer behaviour has changed and buyers now trust social media and personal recommendations more than salespeople, companies need to respond to this new reality to acquire customers. Principled Selling discusses the skills and behaviours needed to win customers, build relationships and retain existing ones. It offers a different, more effective approach based on the premise that if you want more sales, stop 'selling' and focus on building long-term, profitable relationships. Readers will learn to avoid cold calling and generate meetings; develop relationships built on trust to maintain…mehr
Because buyer behaviour has changed and buyers now trust social media and personal recommendations more than salespeople, companies need to respond to this new reality to acquire customers. Principled Selling discusses the skills and behaviours needed to win customers, build relationships and retain existing ones. It offers a different, more effective approach based on the premise that if you want more sales, stop 'selling' and focus on building long-term, profitable relationships. Readers will learn to avoid cold calling and generate meetings; develop relationships built on trust to maintain customer loyalty; sell services in ways clients appreciate; sustain long-term sales growth and incorporate social media into an effective business development strategy. With a foreword from legendary sales expert and bestselling author Richard Denny, Principled Selling helps anyone involved in selling to align his or her techniques with customer expectations to get people to buy over and over again.Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
David Tovey is Chairman of The Principled Group of companies, which includes Questas Consulting, the business growth and sales consulting firm, and Valuable Content Ltd. He has helped hundreds of companies and professional firms around the world increase top line and profitable growth by focusing on principled business development and leadership. For more visit www.principledselling.org.
Inhaltsangabe
Foreword About the author Acknowledgements Introduction Part One The Principled Selling Approach 1 Winning more business today Topics covered in this chapter Why trust matters more than ever Social media and the opportunities it offers A different, more principled approach to selling Summary Action points 2 The five principles of Principled Selling Topics covered in this chapter What selling is really about Building relationships based on trust Being the real you Summary Action points Part Two Principled Selling in Action 3 The Principled Selling Growth Model Topics covered in this chapter Project managing sales growth Potential marketplaces and customers Begin with the end in mind The future state of your business Summary Action points 4 Bringing the Growth Model to life Topics covered in this chapter Focusing resources Focus on market sectors Selecting named prospects Stage 1 target research Summary Action points 5 M2M (motivate to meet) marketing Topics covered in this chapter Why traditional marketing isn't working anymore Building trusted relationships through your marketing Using valuable content to motivate prospects to meet you Summary Action points 6 Winning more business with networking and social media Topics covered in this chapter The serious business of social networking How social media engages your prospects and clients Social media tools and how to use them The Principled Selling approach to social media A guide to offline networking Summary Action points 7 M2B (motivating customers to buy) Topics covered in this chapter How to get meetings with potential dream clients Preparing and structuring the perfect M2B meeting Using the Principled Selling E3 model to make a powerful start Summary Action points 8 M2B (motivate to buy) skills and behaviors Topics covered in this chapter Building trust through understanding Advanced communication skills for Principled Sellers If you want to win business - shut up! Explore to guarantee understanding Summary Action Points 9 Proposals and presentations that WOW! Topics covered in this chapter Strategic thinking to win more business Making memorable presentations Don't get bogged down with objections Handling the price or fee challenge Summary Action points 10 Principled Selling key account management Topics covered in this chapter Making the commitment Securing existing customer relationships Securing and developing key account relationships Key account management - action plan Summary Action points Part Three Building a Principled Selling Culture 11 The Principled Organization Topics covered in this chapter Principled Sellers thrive in Principled organizations Leading a sales team Motivating "unnatural" salespeople to sell Building a Principled team A diet for inspirational Principled Selling sales leaders Summary Action points 12 Attitude and making time for Principled Selling Topics covered in this chapter Thoughts become actions; actions become behaviors Coping strategies - shut up, move on! Making time for Principled Selling Summary Action points Further reading Index
Foreword About the author Acknowledgements Introduction Part One The Principled Selling Approach 1 Winning more business today Topics covered in this chapter Why trust matters more than ever Social media and the opportunities it offers A different, more principled approach to selling Summary Action points 2 The five principles of Principled Selling Topics covered in this chapter What selling is really about Building relationships based on trust Being the real you Summary Action points Part Two Principled Selling in Action 3 The Principled Selling Growth Model Topics covered in this chapter Project managing sales growth Potential marketplaces and customers Begin with the end in mind The future state of your business Summary Action points 4 Bringing the Growth Model to life Topics covered in this chapter Focusing resources Focus on market sectors Selecting named prospects Stage 1 target research Summary Action points 5 M2M (motivate to meet) marketing Topics covered in this chapter Why traditional marketing isn't working anymore Building trusted relationships through your marketing Using valuable content to motivate prospects to meet you Summary Action points 6 Winning more business with networking and social media Topics covered in this chapter The serious business of social networking How social media engages your prospects and clients Social media tools and how to use them The Principled Selling approach to social media A guide to offline networking Summary Action points 7 M2B (motivating customers to buy) Topics covered in this chapter How to get meetings with potential dream clients Preparing and structuring the perfect M2B meeting Using the Principled Selling E3 model to make a powerful start Summary Action points 8 M2B (motivate to buy) skills and behaviors Topics covered in this chapter Building trust through understanding Advanced communication skills for Principled Sellers If you want to win business - shut up! Explore to guarantee understanding Summary Action Points 9 Proposals and presentations that WOW! Topics covered in this chapter Strategic thinking to win more business Making memorable presentations Don't get bogged down with objections Handling the price or fee challenge Summary Action points 10 Principled Selling key account management Topics covered in this chapter Making the commitment Securing existing customer relationships Securing and developing key account relationships Key account management - action plan Summary Action points Part Three Building a Principled Selling Culture 11 The Principled Organization Topics covered in this chapter Principled Sellers thrive in Principled organizations Leading a sales team Motivating "unnatural" salespeople to sell Building a Principled team A diet for inspirational Principled Selling sales leaders Summary Action points 12 Attitude and making time for Principled Selling Topics covered in this chapter Thoughts become actions; actions become behaviors Coping strategies - shut up, move on! Making time for Principled Selling Summary Action points Further reading Index
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