Changing The Game: The New Way To Sell

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Touchstone, Nov 15, 1988 - Business & Economics - 288 pages
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Sales pros know that we are in the midst of one of the most turbulent and competitive periods in the history of selling. There are more players in the game, and the game is far mole complex. Customers want innovation. They want custom-made solutions to their problems, and they want them now.

The risks are greater, but so are the opportunities and rewards. The top salespeople—the people Larry Wilson quotes and profiles in this book—know this. They’ve changed the game of selling, and they have become very successful doing it. They know they have to be leaders within their own organizations, and they know that when it comes to their customers, the strategy of the future is cooperation and teamwork, not confrontation.

In Changing the Game, Larry Wilson draws on his thirty years of experience as a thinker and innovator in selling. He was founder of the Wilson Learning Corporation, one of the largest sales training organizations in the world, and coauthor of the business bestseller The One-Minute Salesperson with Dr. Spencer Johnson. His latest venture, the Pecos River Learning Center in Santa Fe, New Mexico, is dedicated to helping corporations and the individuals who work for them create the powerful teams that will be the keys to future business success.

Changing the Game is Larry Wilson’s latest and boldest thinking about the future of selling—a future that is as close as tomorrow’s first sales call.

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Contents

What This Book Is All About
18
Understanding the New Game
29
The Rules of the New Game
52
The Game Changers
77
You Cannot Fail
102
Selling on Purpose
124
Creating with Vision
141
Leading the Team
160
Partnering
180
Value Added
198
Applying the Principle
223
The Natural Superiority
247
Managing the High Performance
261
Afterword Journeys End
277
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About the author (1988)

Wilson Learning is a global leader in human performance improvement solutions for Fortune 500 and emerging organizations internationally, with operations in the US and 30 countries worldwide. Wilson Learning links human capability to business strategy through best-in-class experts, original and on-going research, and practical field experience. The company's integrated offerings include research, strategy implementation, assessment-based employee development, consultation and customization, learning resources, and leading edge multi-media.

Public speaker Fortune 1000 companies

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