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Selling for the Long Run: Build Lasting Customer Relationships for Breakthrough
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eBay-Artikelnr.:389190074039
Artikelmerkmale
- Artikelzustand
- Artist
- Reed, Wendy Foegen
- ISBN
- 9780071748551
Über dieses Produkt
Product Identifiers
Publisher
Mcgraw-Hill Education
ISBN-10
0071748555
ISBN-13
9780071748551
eBay Product ID (ePID)
102878850
Product Key Features
Book Title
Selling for the Long Run: Build Lasting Customer Relationships for Breakthrough Results
Number of Pages
256 Pages
Language
English
Topic
Sales & Selling / Management, Marketing / General, Sales & Selling / General
Publication Year
2010
Illustrator
Yes
Genre
Business & Economics
Format
Hardcover
Dimensions
Item Height
0.8 in
Item Weight
17.8 Oz
Item Length
9.3 in
Item Width
6.3 in
Additional Product Features
Intended Audience
Trade
LCCN
2010-025356
Dewey Edition
22
Dewey Decimal
658.8/02
Table Of Content
Introduction ; Part One: The Problem of the Silver Bullet Syndrome ; Chapter 1. The Silver Bullet and the Buyer's Perspective; Chapter 2. The Gap; Part Two: Determining the Strategy (Without a Silver Bullet) ; Chapter 3. Discovery Maps--Understanding Your Buyers Business; Chapter 4. Influence Maps--Understanding the People Who Vote; Chapter 5. Competitive Maps--Understanding the Competitive Landscape; Chapter 6. Using the Maps to Pick Your Strategy; Part Three: Implementing the Strategy ; Chapter 7. The Joint Evaluation Plan; Chapter 8. Positioning Your Message to Support the Strategy; Chapter 9. High Yield Questions to Support Your Strategy; Chapter 10. Your Call Plan; Chapter 11. The Overview--Your Game Plan; Part Four: The Delivery
Synopsis
CREATE RELATIONSHIPS THAT LEAD TO REPEAT SALES--FOR THE LONG RUN " Selling for the Long Run stands head and shoulders above the run-of-the-mill sales books. If you're in the business of selling complex products or solutions, it's a blueprint for business success. Don't just read this book--use its principles and strategies every day, and it will fundamentally improve the results you achieve." -- Donal Daly, CEO, The TAS Group "This book provides a fresh, unique, and contemporary perspective on the welldocumented subject of selling in a complex business-to-business world. Wendy Reed gives the reader a contemporary road map for the modern-day, buyer-centric sales philosophy. Read it and learn an approach that most certainly enables sales success." -- Richard E. Eldh, Co-President, SiriusDecisions, Inc. "The fact that buying behavior has changed dramatically is clear to all sales professionals; how to change the way you sell in response is not. Selling for the Long Run offers new insights into how to develop and enrich relationships with clients to not only close more business this year but become the partner of choice going forward as well." -- Jim Dickie, Managing Partner, CSO Insights " Selling for the Long Run provides an easy-to-follow road map to the kind of customer collaboration that can dramatically change the relationship between buyer and seller and lead to deeper, more successful, and enduring partnerships." -- John Golden, CEO, Huthwaite "Until more universities offer degree programs in sales effectiveness, this book is required reading for anyone carrying a quota." -- Peter Ostrow, Research Director, Aberdeen Group, a Harte-Hanks Co. ARE YOU IN A GOOD RELATIONSHIP? Selling for the Long Run provides the key principles for acquiring and maintaining satisfied, repeat-buying customers. How is this achieved? One word: relationships. At first glance, the answer seems simple--but is any relationship simple? Wendy Reed, CEO of the global sales training firm InfoMentis, helps you make the transformation from an average salesperson who simply presents products to a great salesperson who serves as a collaborative partner with the customer. It's the best sales approach for good economic times, and it's the only one that works when times are tough. When the buyer perceives you as an advocate for his or her needs, trust is created--and great things follow. Outlining a strategic plan for building customer focus and collaboration into every stage of the sales cycle, Reed provides an insider's perspective to help you: View the sales process from the customer's point of view Align your offering with the buyer's needs Perform proper due diligence before creating your strategy Gain clearer vision into revenue pipelines and forecasts Deliver on all promises made--both explicit and implicit Selling for the Long Run is a blueprint for reenvisioning and retooling your sales cycle to seize the competitive advantage--and keep it. Like any customer in any industry, your prospective buyer's number-one concern is value--bottom line. In the end, he or she wants to make a purchase from a trustworthy partner--which is why you have to stop looking for that one magical "sales technique" and start building the kind of relationships that generate results. Take your first step with Selling for the Long Run ., From global sales training giant InfoMentis'”named top 20 sales training methodology by Training Industries, Inc'”a proven process for building customer collaboration into every stage of the sales cycle to earn repeat customers and long-term revenue streams., CREATE RELATIONSHIPS THAT LEAD TO REPEAT SALES--FOR THE LONG RUN! " Selling for the Long Run stands head and shoulders above the run-of-the-mill sales books. If you're in the business of selling complex products or solutions, it's a blueprint for business success. Don't just read this book--use its principles and strategies every day, and it will fundamentally improve the results you achieve." -- Donal Daly, CEO, The TAS Group "This book provides a fresh, unique, and contemporary perspective on the welldocumented subject of selling in a complex business-to-business world. Wendy Reedgives the reader a contemporary road map for the modern-day, buyer-centric sales philosophy. Read it and learn an approach that most certainly enables sales success." -- Richard E. Eldh, Co-President, SiriusDecisions, Inc. "The fact that buying behavior has changed dramatically is clear to all sales professionals; how to change the way you sell in response is not. Selling for the Long Run offers new insights into how to develop and enrich relationships with clients to not only close more business this year but become the partner of choice going forward as well." -- Jim Dickie, Managing Partner, CSO Insights " Selling for the Long Run provides an easy-to-follow road map to the kind of customer collaboration that can dramatically change the relationship between buyer and seller and lead to deeper, more successful, and enduring partnerships." -- John Golden, CEO, Huthwaite "Until more universities offer degree programs in sales effectiveness, this book is required reading for anyone carrying a quota." -- Peter Ostrow, Research Director, Aberdeen Group, a Harte-Hanks Co. ARE YOU IN A GOOD RELATIONSHIP? Selling for the Long Run provides the keyprinciples for acquiring and maintaining satisfied, repeat-buying customers. How is this achieved? One word: relationships. At first glance, the answer seems simple--but is any relationship simple? Wendy Reed, CEO of the global sales training firm InfoMentis, helps you make the transformation from an average salesperson who simply presents products to a great salesperson who serves as a collaborative partner with the customer. It's the best sales approach for good economic times, and it's the only one that works when times are tough. When the buyer perceives you as an advocate for his or her needs, trust is created--and great things follow. Outlining a strategic plan for building customer focus and collaboration into every stage of the sales cycle, Reed provides an insider's perspective to help you: View the sales process from the customer's point of view Align your offering with the buyer's needs Perform proper due diligence before creating your strategy Gain clearer vision into revenue pipelines and forecasts Deliver on all promises made--both explicit and implicit Selling for the Long Run is a blueprint for reenvisioning and retooling your sales cycle to seizethe competitive advantage--and keep it. Like any customer in any industry, your prospective buyer's number-one concern is value--bottom line. In the end, he or she wants to make a purchase from a trustworthy partner--which iswhy you have to stop looking for that one magical "sales technique" and start building the kind of relationships that generate results. Take your first step with Selling for the Long Run .
LC Classification Number
HF5415.55.R425 2011
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- n***e (181)- Bewertung vom Käufer.Letzte 6 MonateBestätigter KaufMy books arrived today and I absolutely love them. The seller had them packed well, they came exactly as described, actually look almost new and over a hundred years old. They were shipped fast and I got them at a great price. Very highly recommend this seller.
- u***r (783)- Bewertung vom Käufer.Letzte 6 MonateBestätigter KaufThe book arrived quickly and is in advertised condition: like new. I would definitely buy from this seller again. The price was fair and the packaging provided good protection in shipment. Thank you for the great customer service.
- g***s (1215)- Bewertung vom Käufer.Letzte 6 MonateBestätigter KaufOrdered a hardcover edition of this book. Seller accidentally sent paper back version. When I pointed out the error, the Seller immediately refunded my money. Problems arise. This Seller handled the mistake perfectly. Thank you, Seller! A++++