Isbn: 9780071823654 - changing the sales conversation: connect, collaborate, and close (8 Ergebnisse)

Zustand: good. Gently used with minimal wear on the corners and cover. A few pages may contain light highlighting or writing, but the text remains fully legible. Dust jacket may be missing, and supplemental materials like CDs or codes may not be included. May be ex-library with library markings. Ships promptly. …

Hardback. Zustand: Fair. Helps you create better, more effective conversations in hyper-digital world. This title also helps you understand what is on their checklists and align your solutions with their business and personal priorities to help you win.

Hardcover. Zustand: Very Good. No Jacket. Former library book; May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less.

Hardcover. Zustand: Very Good. No Jacket. Missing dust jacket; May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less.

Hardcover. Zustand: Very Good. No Jacket. Missing dust jacket; May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less.

Hardcover. Zustand: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less.

Hardcover. Zustand: Very good. Zustand des Schutzumschlags: Very good. First Printing [Stated]. xii, 162, [2] pages. Illustrations. Appendix. Index. Inscribed by the author on the fep. Inscription reads January 18, 2014 For Clarke, whose friendship is dear + true and conversations smart and fun. Warmly, Linda. Foreword by Neil Rackham! From the author's website: My new book, Changing the Sales Conversation, McGraw-Hill -December 2013, focuses on the five conversation changers I have identified that are needed to succeed with highly informed clients in the new sales landscape. We have circled back to salespeople as teachers, not touting the superiority of their product capabilities, but bringing insights, ideas, and delivering results to their clients. This is my 10th book and feel privileged to add chapters to the on-going book of sales. For years, decades theorists have debated whether selling is an art or a science. Now there is an answer: Selling was primarily an art, but now it truly is also a science as well. The art is in the innate talent some are born with and the skills they can develop; the science is in the sales process, metrics, sales enablement tools, and research now available to sales teams with a click. I am committed to helping sales leaders and salespeople build their expertise in content, strategy, and skill to create value for their clients, their organizations, and themselves. I graduated from Temple University with a Masters degree in Educational Psychology. I worked as a management consultant at the Hay Group and head of training and development at the now merged, JP Morgan Chase. CREATE BETTER, MORE EFFECTIVE CONVERSATIONS IN TODAY'S HYPER-DIGITAL WORLD. In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying--and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits. Salespeople can no longer rely on the traditional sales methodologies. They must change the conversation. A visionary of the consultative sales movement, Linda Richardson has again moved selling forward by reengineering the sales conversation. Purchasing has become a core competency for clients. They evaluate their options against checklists they carefully develop. Richardson helps you understand what is on their checklists and align your solutions with their business and personal priorities to help you win. Clients today are focused on business outcomes. They are interested in reducing risk. They turn to peers and social networks to self-educate before turning to salespeople. To engage them you must demonstrate that you know their world and that you are prepared with insights and ideas to add to what they already know. Richardson gives you five clear strategies and tools to help you do just that. You will create and shape opportunities, prepare and probe in an entirely new way, gain client consensus, and use sales process and tools to guide and accelerate closing. You will learn: Futuring to prepare for and anticipate customer needs; Heat-mapping to use insights to focus and engage customers; Value-tracking to connect your solutions to business outcomes and ROI; Phasing to use sales process to forecast accurately and close; Linking to reassert heart and trust into your sales conversations; Linda Richardson was named Sales Thought Leader for 2013 and this book shows why as she helps you sometimes tweak but more often change how you sell. She builds on your foundation to take your selling to a new elevation and bring your sales results along with it. "Linda Richardson is in the Sales Hall of Fame. Her new book, Changing the Sales Conversation, is not an option. It's an imperative. When Linda Richardson says it's time to change the sales conversation, you can bet your job, and your wallet, that it's time to change." -- Jeffrey Gitomer, author of The Little Red Book of Selling. Sharon J. Wohlmuth (Author photograph) (illustrator). …

hardcover. Zustand: Gut. 162 Seiten; Artikel stammt aus Nichtraucherhaushalt! AW8729 Sprache: Deutsch Gewicht in Gramm: 500.