How to Create Win-Win Outcomes That Generate Loyal, Long-Term Relationships and Maximise Profit
E-Book, Englisch, 222 Seiten
ISBN: 978-1-989737-39-2
Verlag: Grammar Factory Publishing
Format: EPUB
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)
Technology allows us to understand customers far better at a data level and gives us myriad new ways to communicate. But this explosion of data and technology also creates noise; noise we have to cut through to find trust.
Trust. It sits at the heart of all strong relationships. It is no less so in customer relationships.
And without trust, the sales process becomes transactional.
The dynamics of a technology-based, fast-paced, commercially oriented world cause many salespeople to fall into the transactional-selling trap. Customers tune out salespeople who waste their time and don't provide value. As a result, salespeople become disillusioned with the profession and seek quick fixes and less personal tactics to engage with customers.
The Art of Relationship Selling teaches salespeople to move away from transactional selling and toward purposeful, sustainable relationship selling to become the indelible magic that brings their brand...and purpose...to life, in a way customers can feel and trust.
If you're a salesperson who:
Finds it harder to connect with customers and believes there must be a better way
Is new to the profession and wants to know how to sell purposefully
Wants to stay relevant in a changing world and be a 'linchpin' salesperson
Wants more trusting and rewarding relationships with your customers
Just wants to be better at what you do
...then this book is for you.
If you are a sales leader who:
Worries about the loyalty of your customers
Believes relationships can now be handled by technology
Wants a better sales culture
...then this book is for you.
The shift from transactional selling to the art of relationship selling is a journey...and this book is your map.
Autoren/Hrsg.
Weitere Infos & Material
Introduction
PART 1: To understand and then be understood by our customers, we ?rst must understand ourselves.
Chapter 1: Everyone's a winner
Chapter 2: Value versus price
Chapter 3: The power of empathy
PART 2: The more you engage with and understand your customers, the clearer things become and the easier it is to determine what you should be doing next.
Chapter 4: Ask and it shall be given
Chapter 5: Stories sell
PART 3: Having the right process and trusting in the process will always get you to where you need to be, when you need to be there.
Chapter 6: Selling is a process
Chapter 7: Planning builds trust
Chapter 8: Communication builds understanding
Chapter 9: Objections and solutions
Chapter 10: Sending the roses
The ?nal word
Glossary of terms - as they apply in this book
Acknowledgements
About the author
