Collaborative Selling by Tony Alessandra (English) Paperback Book

Description: Collaborative Selling by Tony Alessandra, Rick Barrera Based on Alessandras renowned video training program, this guidebook tells how to focus on helping, not winning; use relationship strategies to make the sale; eliminate tension in the sales process; and more. Charts and tables. FORMAT Paperback LANGUAGE English CONDITION Brand New Publisher Description There are really only two ways to sell anything. One is a struggle most of the time. Lets call this one "Hard Selling". The other seems pretty effortless. I call this one "Collaborative Selling". I must admit that both will get you some business. However, "Hard Selling" is always uphill battle. "Collaborative Selling," on the other hand, guarantees you huge rewards, an endless flow of ready-to-buy prospects, and creates an environment for you to have incredible fun doing it. Before we go any further we have to clarify which method you have been using. Heres a simple test that should give you a clue if youre not already sure. Answer these 3 questions: *How much of your business comes from unsolicited referrals? *How many of your customers buy from you again and again? *Is the closing of the sale easy or hard? When you become a part of your customers very own support staff (which is the case in "Collaborative Selling"), you will consistently get referrals and repeat business. Hopefully you do get a lot of referral and repeat business. Unfortunately, too many salespeople I work with cant say that. If that sounds like you, I can help you transform your results. Here is the pattern I notice in many sales people. They constantly jump from job to job. They change entire industries. And they are constantly looking for new customers. I had to learn this lesson myself the hard way... Back in 1966, when I was just 19 years old, I made more money than my dad or anyone else in my family. You wont believe how. I sold pots and pans. They were very expensive. They sold for nearly $300. Remember. This was over 35 years ago when you could buy a decent used car for that amount. On my first sale, I sold a friend what we called our "Golden Opportunity" package. So not only did she get the pots...she also plunked down an extra $200 on some china. Hey! They were nice plates. Now she didnt really want all this stuff. She just didnt have the power to say "No." My offer and my close were way too strong for her to resist. Sounds good right? Not so fast. You have to look deeper. Heres what happened next... When I delivered the cookware, I asked her to go get her address book. It was time to get a list of referrals. Right? Wrong! She said no. I asked, "Why not? I dont understand." She said, "I dont want you to do to my friends what you did to me." "Whats that?" I asked. She looked at me and said, "Tony, you sold me." I still remember how terrible that statement made me feel. She might as well have said I violated her. Thats what it sounded like to me. It was a crushing blow. Whats the lesson here? Sure, I made the sale. But ultimately I paid the price. I couldnt see it at first. But I paid for it emotionally. I paid for it financially. But worst of all, I paid for it spiritually. It didnt happen all at once, but my sales eventually began to drop off. The biggest reason was, I didnt feel good about what I was doing. It sounds a little cheesy, I know. But dont think for a second that the way you feel, who you are, or what you believe about your product or service, does not affect how well you do. It does! But thats not all. I also didnt feel good about the way my customers saw me. I remember I used to practically pray that I wouldnt see my customers at the store, walking downtown, or standing in line at the movie theater. Maybe youve been there. Anyway, it took me a number of years to figure out what was causing all the struggle. That was then. Heres what I discovered... Back in the 60s and 70s, selling was pretty simple. All you had to do was have a great opening line, a good pitch, and a strong close and you would get sales. You cant do that today. Your customers are too smart. They are too savvy. Yet a lot of sales people way underestimate the knowledge and intuition their prospects come armed with. Just think. They research the Internet. They shop around.&nbs Author Biography Tony Alessandra has a streetwise, college-smart perspective on business, having realized success as a former graduate professor of marketing, Internet entrepreneur, business author, and keynote speaker. He is the author of seventeen books, including "Charisma" and "The Platinum Rule". Details ISBN0962516155 Author Rick Barrera Short Title COLLABORATIVE SELLING Pages 256 Language English ISBN-10 0962516155 ISBN-13 9780962516153 Media Book Format Paperback DEWEY 658.85 Year 1993 Residence La Jolla, US Imprint Alessandra & Associates Inc Place of Publication La Jolla Country of Publication United States DOI 10.1604/9780962516153 UK Release Date 1993-03-01 AU Release Date 1993-03-01 NZ Release Date 1993-03-01 US Release Date 1993-03-01 Publisher Alessandra & Associates Inc Publication Date 1993-03-01 Illustrations black & white illustrations Audience General We've got this At The Nile, if you're looking for it, we've got it. With fast shipping, low prices, friendly service and well over a million items - you're bound to find what you want, at a price you'll love! TheNile_Item_ID:40274254;

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