Philip Squire

Selling Transformed (eBook, ePUB)

Develop the Sales Values which Deliver Competitive Advantage

• Format: ePub

Produktbeschreibung

Learn how to develop the values proven to boost sales performance, to ensure customers choose you over the competition in today's crowded marketplace.
For years, sales people have struggled with cliched views of how they sell, while at the same time customers have become more sophisticated and discerning, stopping off at different or unconventional places in the sales funnel. The result is that the technique of sales people controlling the sales conversation and learning how to influence the customer no longer works. Selling Transformed introduces the new world of selling, and addresses the reasons why sales people are so poorly perceived.

Selling Transformed provides fresh, tangible ideas on how to develop better sales practices. Focusing as much on the customers as on the sellers, it explains key theories of selling effectively and introduces four proven strategies that are based on the values customers look for in sales people: authenticity, client-centricity, proactive creativity and being tactfully audacious. Explaining what customers look for in sales people, and advising on how to develop and deliver these values, this is a new type of sales manual guaranteed to improve sales performance.

Produktdetails

• Verlag: Kogan Page eBook
• Seitenzahl: 272
• Erscheinungstermin: 3. Dezember 2020
• Englisch
• ISBN-13: 9781789665369
• Artikelnr.: 60624054

Autorenporträt

Dr Philip Squire is CEO of Consalia, a sales consulting group. Based in Surrey, UK, he has for over 20 years provided sales consulting education services and training to brands including Apple, AT&T, Ford, Hertz, HP, Pirelli, Royal Caribbean, SAP and Zurich Financial Services. He is a subject matter expert for the UK Trail Blazer undergraduate apprenticeship sales degrees and is co-founder of the International Journal of Sales Transformation.

Inhaltsangabe

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;