Celebrate Selling: The Consultative-relationship Way
Select Press, 1998 - Business & Economics - 186 pages
Good sales is much closer to customer service than persuasion. The relationship oriented consultative seller helps clients better meet their needs. "Celebrate Selling The Relationship-Consultative Way" brings you 10 experts from around North America who will show you how to build relationships in sales while acting as a consultant, rather than a vendor.
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MANAGE CUSTOMER RELATIONSHIPS
HOW TO BUILD RELATIONSHIPS WITH ANYBODY
DONT SELL HELP PEOPLE BUY
7 other sections not shown
Active listening Advisor approach areas asking questions audience behavior benefits better build relationships BURST INTO ACTION business-to-business buyer chapter clients cognitive dissonance competitive complex sale consider Consultative Selling conversation Create creative customer's database decision makers develop Don Peppers e-mail Effective listening goals Hate to Sell implementation important improve industry keep Ken Blanchard look Market Your Services marketing messages Martha Rogers meet National Speakers Association Needs Analysis ness networking Not-Yet prospects offer partner pects person phone number presentation priorities problem product or service products and services profes programs psychographics ques referrals rela relationship building responses Rick Crandall sales process sales professional sales system salespeople salesperson situation solutions someone speaker spray and pray strategies styles success talk things tions tionship tive tomers trust understand vendor Xerox