Next-Step Selling: A New Approach to Create and Deliver Value for Your Customer

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Prentice Hall, 2001 - Business & Economics - 322 pages

A must for every sales professional, Next-Step Selling explains how to sell complex goods and services to today's savvy customer

  • Provides a clear and realistic diagnostic tool for complex selling that may be applied to the majority of sales environments.
  • Teaches the salesperson how to sell not only the product, but the organization and themselves.
  • Shows how to differentiate a product from the multitude of competitors by tangible 'separation factors'.
Relevant to today's complex sales environment, where the customers are more knowledgeable, aware and demand the best value for their money, Next-Step Selling provides a clear, workable and realistic diagnostic tool that may be applied to the majority of sales environments and products, goods or services. In today's cost sensitive business environment, retaining and nurturing existing customer relationships is more effective than focusing energies on gaining new customers, so complex selling is more critical. John Barker teaches the salesperson how to sell, not only the product, but also the organization and themselves and illustrates how to differentiate a product from the multitude of competitors by intangible 'separation factors'. The book is divided into three key sections and provides a workable view of the 'Next-Step' selling technique. The first section offers a new approach to selling while the second section covers the nine key sales elements (planning, prospecting, relationship, needs, positioning, follow-up, barriers, closing and negotiation). The final section covers bringing the process to life with essential sales skills.

John Barker is a partner in DTS International, a corporate communications consultancy and is a high profile speaker, participating in seminars about communication and negotiation skills, conflict resolution, team dynamics, sales skills and customer relationships.

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Contents

What is selling?
3
The changing ages of selling
9
Your prospect is different
17
Copyright

27 other sections not shown

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About the author (2001)

John Barker is a partner in DTS International, a corporate communications consultancy and is a high profile speaker, participating in seminars about communication and negotiation skills, conflict resolution, team dynamics, sales skills and customer relationships.

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