Collaborative selling: how to gain the competitive advantage in sales
Wiley, Sep 20, 1993 - Business & Economics - 239 pages
The ultimate sales training system for results-hungry sales pros who want to excel in today’s complex sales arena… Collaborative Selling How to Gain the Competitive Advantage in Sales "Quality was the key word for success in the ’80s. Team selling that makes the customer a true partner will be the point of differentiation in the ’90s. Collaborative Selling lays out a clear road map for value-added marketing." —Buck Rodgers Former Vice President of Marketing, IBM Corporation Author, The IBM Way "The traditional ‘hard sell’ approach to customers is passť successful selling in the ’90s requires building a partnership with customers. Collaborative Selling tells you how to develop a cooperative, long-term relationship with your customers." —Og Mandino Author, The Greatest Salesman in the World "Tony and Rick are masters of win-win communications. Their new book will take you above and beyond the competition." —Denis Waitley Author, The New Dynamics of Winning "Collaborative Selling offers a fresh, new look at the art of selling that focuses on solving customers’ problems and meeting your customers’ needs." —Dr. Charles Garfield, President The Charles Garfield Group Based on a dynamic new approach proven in sales training programs in some of the nation’s most successful companies, Collaborative Selling supplies a results-driven, six-step communication and problem-solving program that helps you accurately target your market…identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both.
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Targeting Your Market
Using Personal Marketing to Generate Leads
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active listener Behavioral Style best customers best potential customers body language build buyer's remorse buyers cern CHAPTER client cold call collaborative selling commitment competitive advantage statement competitors concerns create customer-driven customer's needs decision makers develop direct mail discuss environment example expectations exploring feedback feel focus follow-up gestures give ideas identify important industry involved keep letter look meeting mind map moments of magic offer opportunities options person personal marketing possible presentation priority problem product or service psychographic purchase questions referrals relationship Remember response sales process salespeople salesperson selective perception self-contained situation skills socializers solution solve someone Sometimes Never specific step success criteria sure talk target market techniques tell things thinkers tomer traditional selling understand Vince Lombardi what's WORKSHEET