What will you learn from this book
-
Customer-Centric Approach: Adopt a customer-centric mindset by understanding and addressing the unique needs and challenges of each customer.
-
Building Strong Relationships: Emphasize the importance of building strong and lasting relationships with customers, fostering trust and loyalty.
-
Collaborative Selling: Move away from a transactional approach and embrace collaborative selling, where both the seller and the customer work together for mutual success.
-
Strategic Account Planning: Develop comprehensive and strategic account plans to align sales efforts with the goals and objectives of both the customer and the selling organization.
-
Understanding the Buying Process: Gain a deep understanding of the customer's buying process, including the key decision-makers, influencers, and factors that impact purchasing decisions.
-
Selling Solutions, Not Products: Focus on selling solutions that address the specific needs and challenges of the customer rather than merely pushing products.
-
Adaptability and Flexibility: Be adaptable and flexible in your approach, recognizing that each customer and selling situation is unique.
-
Effective Communication Skills: Hone effective communication skills, including active listening, to truly understand the customer's perspective and communicate the value of your solutions.
-
Value Proposition Development: Craft and communicate a compelling value proposition that clearly articulates the unique benefits and value your solutions bring to the customer.
-
Continuous Improvement: Embrace a culture of continuous improvement by seeking feedback, analyzing results, and refining sales strategies to stay ahead in the dynamic business environment.
| Language | English |
|---|---|
| ISBN-10 | 0446673463 |
| ISBN-13 | 9780446673464 |
| No of pages | 433 |
| Font Size | Medium |
| Book Publisher | Business Plus |
| Published Date | 01 Jan 1998 |
About Author
Related Books
The Book that Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate. And it helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list and sought-after workshops in the industry. Now Strategic Selling has been updated and revised for a new century of sales success. The New Strategic Selling This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: * How to identify the four real decision makers in every corporate labyrinth * How to prevent sabotage by an internal deal-killer * How to make a senior executive eager to see you * How to avoid closing business that you'll later regret * How to manage a territory to provide steady, not "boom and bust," revenue * How to avoid the single most common error when dealing with the competition.