Develop the selling skills that are proven to boost sales performance and results, with a greater understanding of the values that customers actually look for in sales people.
Develop the selling skills that are proven to boost sales performance and results, with a greater understanding of the values that customers actually look for in sales people.
Chapter 00: Introduction; Chapter 01: How history informs current sales practice; Chapter 02: Sales psychology and the pressure of time; Chapter 03: Changing sources of competitive advantage require a new selling paradigm; Chapter 04: A new paradigm of selling based on values the research journey; Chapter 05: Values creating a positive or negative selling experience; Chapter 06: Values that are an antecedent to trust; Chapter 07: Principle one the value of authenticity; Chapter 08: Principle two the value of client centricity; Chapter 09: Principle three the value of proactive creativity; Chapter 10: Principle four the value of tactful audacity; Chapter 11: Royal Caribbean International case study: turning a potential disaster into an opportunity; Chapter 12: The role of leadership in transforming sales; Chapter 13: Looking to the future;
Chapter 00: Introduction; Chapter 01: How history informs current sales practice; Chapter 02: Sales psychology and the pressure of time; Chapter 03: Changing sources of competitive advantage require a new selling paradigm; Chapter 04: A new paradigm of selling based on values the research journey; Chapter 05: Values creating a positive or negative selling experience; Chapter 06: Values that are an antecedent to trust; Chapter 07: Principle one the value of authenticity; Chapter 08: Principle two the value of client centricity; Chapter 09: Principle three the value of proactive creativity; Chapter 10: Principle four the value of tactful audacity; Chapter 11: Royal Caribbean International case study: turning a potential disaster into an opportunity; Chapter 12: The role of leadership in transforming sales; Chapter 13: Looking to the future;
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