Collaborative Selling
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The Collaborative Sale
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Author : Keith M. Eades
language : en
Publisher: John Wiley & Sons
Release Date : 2014-03-31
The Collaborative Sale written by Keith M. Eades and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-03-31 with Business & Economics categories.
Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment. Buyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. The Collaborative Sale provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include: Selling in times of economic uncertainty, broad information access, and new buyer behavior Why collaboration is so important to the new buyers The emergence of new sales personae – Micro-marketer, Visualizer, and Value Driver Buyer alignment, risk mitigation, and the myth of control Situational fluency, and the role of technology Focused sales enablement, and buyer-aligned learning and development Implementation and establishment of a dynamic sales process The book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the essential resource for today's sales professional.
Collaborative Selling
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Author : Anthony J. Alessandra
language : en
Publisher:
Release Date : 1993-10-04
Collaborative Selling written by Anthony J. Alessandra and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1993-10-04 with Business & Economics categories.
Collaborative selling comprises targeting your market, contacting your prospect, exploring your customer's needs, collaborating with your customer, confirming the sale, and assuring customer satisfaction.
Collaborative Selling
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Author : Rick Barrera
language : en
Publisher: Morgan James Pub
Release Date : 2006-07
Collaborative Selling written by Rick Barrera and has been published by Morgan James Pub this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-07 with Business & Economics categories.
Based on a dynamic new approach proven in sales training programs in some of the nation's most successful companies, Collaborative Selling delivers a result-driven, six-step communication and problem-solving program that helps you accurately target your market... identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both. This is just a sampling of the powerful techniques you will learn from this book: Create your competitive advantage statement-page 4 Determine how you stack up against your key competitors-pages 5-6 Who are your best, most profitable customers-pages 9-14 Creative direct mail/email copy-pages 31-35 Learn how to adapt your selling style to all four customer buying styles-pages 56-57 Take the listening skills assessment-pages 74-75 Dealing with acceptance and rejection-pages 125-128 The 1-5-15-30 follow-up schedule-pages 148-149 Expanding your business with current customers-pages 167-170 ""Collaborative Selling lays out a clear road map for value-added marketing."" - Buck Rodgers, Former Vice President of Marketing, IBM Corporation, Author, The IBM Way ""Tony and Rick are masters of win-win communications. Their new book will take you above and beyond the competition."" - Denis Waitley, Author, The New Dynamics of Winning ""Collaborative Selling offers a fresh, new look at the art of selling that focuses on solving customers' problems and meeting your customers' needs."" -Dr. Charles Garfield, President, The Charles Garfield Group
Conversations That Sell
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Author : Nancy Bleeke
language : en
Publisher: AMACOM
Release Date : 2013-04-10
Conversations That Sell written by Nancy Bleeke and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-04-10 with Business & Economics categories.
This book introduces sales professionals to the collaborative conversation skills they need to?capture the buyer's attention and secure business. Today's buyers want more from sales professionals than a simple consultation. What they're hungry for are?meaningful, collaborative conversations?built on mutual value and trust, that result in a win...where they, the seller, and the organization, achieve a winning outcome. Based on the author's five-step sales system, What's in It for Them (WIIFT) - Wait, Initiate, Investigate, Facilitate, Then Consolidate - Conversations That Sell shows you how to: Prepare for an?effective sales call - Identify sales opportunities and the factors that?drive buyers to act Adjust their approach?to the type of buyer - Achievers, Commanders, Reflectors, and Expressers Make conversations flow easily - Address problems, opportunities, wants, and needs Work through objections - Advance and close sales; and more Packed with valuable tools and examples, salespeople in all industries will discover how to increase their short- and long-term sales success by keeping the focus of every conversation where it belongs…on the buyer.
Trust Based Selling Pb
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Author : Charles H. Green
language : en
Publisher: McGraw Hill Professional
Release Date : 2005-12-08
Trust Based Selling Pb written by Charles H. Green and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-12-08 with Business & Economics categories.
Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.
Selling With Integrity
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Author : Sharon Drew Morgen
language : en
Publisher: Berrett-Koehler Publishers
Release Date : 1997-03
Selling With Integrity written by Sharon Drew Morgen and has been published by Berrett-Koehler Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 1997-03 with Business & Economics categories.
Filled with in-depth examples of Buying Facilitation in action, Selling with Integrity details a practical questioning and listening process which facilitates buyers in understanding their complex buying environments.
Selling With Intergrity
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Author : Sharon Drew Morgan
language : en
Publisher: National Geographic Books
Release Date : 1999-11-01
Selling With Intergrity written by Sharon Drew Morgan and has been published by National Geographic Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 1999-11-01 with Business & Economics categories.
Selling with Integrity introduces The Morgen Buying Facilitation Method?, the first wholly new sales paradigm based on the idea that buyers have their own answers. Teaching sellers to support buyers' buying patterns, rather than teaching new selling patterns, international speaker and entrepreneur Sharon Morgen offers step-by-step guidelines, practical how-to's and numerous examples of this remarkably effective method in action. Using Buying Facilitation, you can: * Get to the right person immediately * Eliminate unqualified prospects on the first call * Facilitate a buyer's solution-finding process * Stop rejection and objections * Decrease sales cycle by at least 50%, increase revenue by 200 to 500%.
Buyer First
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Author : Carole Mahoney
language : en
Publisher: Page Two
Release Date : 2023-09-05
Buyer First written by Carole Mahoney and has been published by Page Two this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-09-05 with Business & Economics categories.
It’s time to forget everything you think you know about selling. Winning new customers is the number one challenge 80 percent of entrepreneurs face—and a big reason half of small businesses fail within five years. In Buyer First, Carole Mahoney—who once struggled to pay bills and is now a top sales coach and influencer—says the reason so many of us are bad at selling is, well, we think selling is bad. In the “book my clients have been asking me for,” Mahoney shares her revolutionary sales-success formula that draws on data from 2.2 million professional sellers, plus solid research on the psychology of decision-making and behavior change, to show you that sales isn’t something we do to others, it’s something we do with them. With her approachable, honest writing style, Mahoney is like your personal sales coach, guiding you to tailor your current sales strategy in a way that’s consistent with your values and strengths, so you can align how you sell with how customers buy. Complete with worksheets and exercises like exploring your own Sales Origin story, Buyer First teaches you the tactics of a collaborative selling framework. Each point is backed up with real-life stories from Mahoney’s colleagues and students as well as her own experiences. Not only does Buyer First promise to transform your sales approach, help you change your behaviors, and get consistent results—it’ll make you feel fantastic about every transaction.
Same Side Selling
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Author : Ian Altman
language : en
Publisher: IdeaPress Publishing
Release Date : 2019-05
Same Side Selling written by Ian Altman and has been published by IdeaPress Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-05 with Business & Economics categories.
Are you tired of playing games with your customers? The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one person wins, and the other loses. Instead of falling victim to a win-lose approach, what if you shared a common goal with your potential client? How might things change if the client felt that you were more committed to their success than making the sale? Does it sometimes seem like you and your client are working against each other? Same Side Selling gives practical steps to break through sales barriers and turn confrontation into cooperation. Sellers that implement the Same Side Selling approach will be seen as a valuable resource, not a predatory peddler. A Different Type of Book on Selling What makes Same Side Selling different from any other book on this topic is that it is co-authored by people on both sides : a salesman (Ian) and a procurement veteran who understands how companies buy (Jack). The buyer s perspective is baked into every sentence of the book, along with the seller s point of view. Our aim is to replace the adversarial trap with a cooperative, collaborative mindset. We also want to replace the old metaphor of selling as a game. The New Metaphor: Selling Is a Puzzle Same Side Selling is the idea of solving a puzzle instead of playing a game. Discover how to sell with integrity from the same side of the table for better results all around.
Improving Sales And Marketing Collaboration
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Author : Avinash Malshe
language : en
Publisher: Business Expert Press
Release Date : 2014-12-13
Improving Sales And Marketing Collaboration written by Avinash Malshe and has been published by Business Expert Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-12-13 with Business & Economics categories.
Sales and marketing are two primary business functions that focus on creating satisfied customers. Due to their complementary orientations and objectives, these two functions are ideally positioned for a fruitful, synergetic collaboration. UnfortuÂnately, the practical reality in many companies is far removed from this utopia. Sales and marketing personnel fail to communicate effectively, resulting in misunderstandings, frustration, and sometimes sabotage. Instead of supporting each other in creating superior value for customers, they often fight tiresome internal battles that are a drain on profits, efficiency and customer satisfaction. Improving Sales and Marketing Collaboration offers the first comprehensive perspective on the functioning of sales-marketing interfaces in business to business (B2B) companies. We explore their complementary roles in creating superior value for customers, problems that occur, the underlying causes of these problems, and potential solutions. These solutions are accompanied by a series of tools that managers can use to diagnose their sales-marketing interface and develop appropriate approaches to improve this relationship. Additionally, the book discusses a number of challenges that companies encounter and the impacts on their sales-marketing interfaces. The discussions and tools presented in this book provide managers with a deep underÂstanding of this critical interface, allowing them to apply these insights to improve their sales-marketing interface, which helps them create superior value for customers.