Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Ach

Description: Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage by Tim Young, John Holland Guaranteed techniques for controlling every moment of the buying cycle FORMAT Hardcover LANGUAGE English CONDITION Brand New Publisher Description Align your selling methods with theirbuying habits for a win-win relationship!"The digital age has dramatically changed the selling profession.John Holland and Tim Young will bring you up to date on their newrules for a customer-centric approach."—Al Ries, bestselling coauthor, War in the BoardroomSince its founding in 2002, CustomerCentric Selling, one of the worlds leadingsales training firms, has dramatically changedhow selling is viewed—from simply promotinga product to empowering customers toachieve goals or solve problems through the useof offerings.Today, buyers dont want salespeople tellingthem what they want or need; theyve alreadygone online and informed themselves—whichmakes the job of selling more difficult than ever.So how do you reestablish the relevance youpreviously took for granted? How, in the worldof Web 2.0, can you develop long-term relationshipswith customers and maintain yourcompetitive advantage? You must stop focusingsquarely on the selling cycle—and pay closerattention to the buying cycle. In other words,learn how customers want to buy and align yourselling techniques accordingly.In Rethinking the Sales Cycle, two leaders fromCustomerCentric Selling provide the latestresearch into the buying cycle. They present astep-by-step model that helps you seize marketshare and hold it by understanding the five stagesof the buying cycle. Learn how to:Interpret buying behavior at different stagesAssess your competitive position basedupon buyer behaviorRead the impetus behind a buyer objectionMerge your selling process with a buyersbuying processTake a committee through a buying cycle tomaximize the chance of consensus at the endWhen it comes to the buying cycle, todays customerswant control. You can give it to themwhen you have a selling strategy aligned withtheir behavior. Its the best and perhaps only wayto succeed in todays ultra-competitive world.Rethinking the Sales Cycle gives you unprecedentedinsight into the mindset, emotions, andbehaviors of buyers. Armed with this information,you will find the solutions you need to leadyour organization to new heights of success. Back Cover Align your selling methods with their buying habits for a win-win relationship! "The digital age has dramatically changed the selling profession.John Holland and Tim Young will bring you up to date on their newrules for a customer-centric approach." --Al Ries, bestselling coauthor, War in the Boardroom With the proliferation of social networking and other online platforms, you are nolonger in control of customers perceptions of your products or services. Only byfocusing on buyer behavior can you keep your competitive edge fresh and sharp. Rethinking the Sales Cycle reveals how buyer behavior has changed and explains why traditionalsales approaches dont work. Youll gain critical insight into: The unprecedented power customers wield forbuilding--or killing--your business The psychology of buyers and how it changes throughoutthe buying process Developing an organization-wide strategy that aligns yourselling techniques to buyer behavior With Rethinking the Sales Cycle , you will enjoy not only increased sales but, moreimportant, provide superior buying experiences--the foundation of a healthy, lastingseller-buyer relationship. Author Biography McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide Table of Contents IntroductionPt 1 – Recognizing the revolution1 – Power to the buyer.2 – How the internet and social networking have empowered buyers and forever changed the sales process.3 – The sales cycle is dead. Long live the buying cycle. PT 2 – The 8 Phases of the new buying cycle4 – Phase 1: Awareness and urgency5 – Phase 2: Googling options6 – Phase 3: Social networking reconnaissance7 – Phase 4: Shortlists and first impressions8 – Phase 5: Visualizing solutions9 – Phase 6: Looking under the rug: Blogs, real user reviews and risk10 – Phase 7: Negotiating and pulling the trigger11 – Phase 8: Implementation and telling the world Pt 3 – Fostering a sales culture that facilitates buying12 – How traditional selling conflicts with the new buying process13 – People want to buy! Align selling activities that let them.14 – Getting product marketing right15 – Managing sales to facilitate the buying process16 – Magic moments: Creating a great customer experience17 – Using sales process to achieve a sustainable competitive advantage Details ISBN0071637990 Short Title RETHINKING THE SALES CYCLE Language English ISBN-10 0071637990 ISBN-13 9780071637992 Media Book Format Hardcover Imprint McGraw-Hill Professional Country of Publication United States DEWEY 658.85 Subtitle How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage Author John Holland Year 2010 Publication Date 2010-02-16 AU Release Date 2010-02-16 NZ Release Date 2010-02-16 US Release Date 2010-02-16 UK Release Date 2010-02-16 Pages 288 Publisher McGraw-Hill Education - Europe Audience Professional & Vocational Illustrations 25 Illustrations 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:22814161;

Price: 109.95 AUD

Location: Melbourne

End Time: 2024-12-29T06:31:13.000Z

Shipping Cost: 0 AUD