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Repensar el ciclo de ventas: cómo los vendedores superiores adoptan el ciclo de compra para lograr-
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Características del artículo
- Estado
- Features
- Dust Jacket
- ISBN
- 9780071637992
- Book Title
- Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage
- Publisher
- Mcgraw-Hill Education
- Item Length
- 9.2 in
- Publication Year
- 2010
- Format
- Hardcover
- Language
- English
- Illustrator
- Yes
- Item Height
- 1 in
- Genre
- Business & Economics
- Topic
- Training, Sales & Selling / Management, Consumer Behavior, Sales & Selling / General
- Item Weight
- 18 Oz
- Item Width
- 6.2 in
- Number of Pages
- 288 Pages
Acerca de este producto
Product Identifiers
Publisher
Mcgraw-Hill Education
ISBN-10
0071637990
ISBN-13
9780071637992
eBay Product ID (ePID)
77212767
Product Key Features
Book Title
Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage
Number of Pages
288 Pages
Language
English
Publication Year
2010
Topic
Training, Sales & Selling / Management, Consumer Behavior, Sales & Selling / General
Illustrator
Yes
Genre
Business & Economics
Format
Hardcover
Dimensions
Item Height
1 in
Item Weight
18 Oz
Item Length
9.2 in
Item Width
6.2 in
Additional Product Features
Intended Audience
Trade
LCCN
2009-029686
Dewey Edition
22
Dewey Decimal
658.85
Table Of Content
Introduction Pt 1 - Recognizing the revolution 1 - Power to the buyer. 2 - How the internet and social networking have empowered buyers and forever changed the sales process. 3 - The sales cycle is dead. Long live the buying cycle. PT 2 - The 8 Phases of the new buying cycle 4 - Phase 1: Awareness and urgency 5 - Phase 2: Googling options 6 - Phase 3: Social networking reconnaissance 7 - Phase 4: Shortlists and first impressions 8 - Phase 5: Visualizing solutions 9 - Phase 6: Looking under the rug: Blogs, real user reviews and risk 10 - Phase 7: Negotiating and pulling the trigger 11 - Phase 8: Implementation and telling the world Pt 3 - Fostering a sales culture that facilitates buying 12 - How traditional selling conflicts with the new buying process 13 - People want to buy! Align selling activities that let them. 14 - Getting product marketing right 15 - Managing sales to facilitate the buying process 16 - Magic moments: Creating a great customer experience 17 - Using sales process to achieve a sustainable competitive advantage
Synopsis
Align your selling methods with their buying habits for a win-win relationship! "The digital age has dramatically changed the selling profession.John Holland and Tim Young will bring you up to date on their newrules for a customer-centric approach." --Al Ries, bestselling coauthor, War in the Boardroom Since its founding in 2002, CustomerCentric Selling, one of the world's leadingsales training firms, has dramatically changedhow selling is viewed--from simply promotinga product to empowering customers toachieve goals or solve problems through the useof offerings. Today, buyers don't want salespeople tellingthem what they want or need; they've alreadygone online and informed themselves--whichmakes the job of selling more difficult than ever. So how do you reestablish the relevance youpreviously took for granted? How, in the worldof Web 2.0, can you develop long-term relationshipswith customers and maintain yourcompetitive advantage? You must stop focusingsquarely on the selling cycle--and pay closerattention to the buying cycle. In other words,learn how customers want to buy and align yourselling techniques accordingly. In Rethinking the Sales Cycle , two leaders fromCustomerCentric Selling provide the latestresearch into the buying cycle. They present astep-by-step model that helps you seize marketshare and hold it by understanding the five stagesof the buying cycle. Learn how to: Interpret buying behavior at different stages Assess your competitive position basedupon buyer behavior Read the impetus behind a buyer objection Merge your selling process with a buyer'sbuying process Take a committee through a buying cycle tomaximize the chance of consensus at the end When it comes to the buying cycle, today's customerswant control. You can give it to themwhen you have a selling strategy aligned withtheir behavior. It's the best and perhaps only wayto succeed in today's ultra-competitive world. Rethinking the Sales Cycle gives you unprecedentedinsight into the mindset, emotions, andbehaviors of buyers. Armed with this information,you will find the solutions you need to leadyour organization to new heights of success., Align your selling methods with their buying habits for a win-win relationship! "The digital age has dramatically changed the selling profession.John Holland and Tim Young will bring you up to date on their newrules for a customer-centric approach." --Al Ries, bestselling coauthor, War in the Boardroom Since its founding in 2002, CustomerCentric Selling, one of the world's leadingsales training firms, has dramatically changedhow selling is viewed--from simply promotinga product to empowering customers toachieve goals or solve problems through the useof offerings. Today, buyers don't want salespeople tellingthem what they want or need; they've alreadygone online and informed themselves--whichmakes the job of selling more difficult than ever. So how do you reestablish the relevance youpreviously took for granted? How, in the worldof Web 2.0, can you develop long-term relationshipswith customers and maintain yourcompetitive advantage? You must stop focusingsquarely on the selling cycle--and pay closerattention to the buying cycle. In other words, learn how customers want to buy and align yourselling techniques accordingly. In Rethinking the Sales Cycle , two leaders fromCustomerCentric Selling provide the latestresearch into the buying cycle. They present astep-by-step model that helps you seize marketshare and hold it by understanding the five stagesof the buying cycle. Learn how to: Interpret buying behavior at different stages Assess your competitive position basedupon buyer behavior Read the impetus behind a buyer objection Merge your selling process with a buyer'sbuying process Take a committee through a buying cycle tomaximize the chance of consensus at the end When it comes to the buying cycle, today's customerswant control. You can give it to themwhen you have a selling strategy aligned withtheir behavior. It's the best and perhaps only wayto succeed in today's ultra-competitive world. Rethinking the Sales Cycle gives you unprecedentedinsight into the mindset, emotions, andbehaviors of buyers. Armed with this information, you will find the solutions you need to leadyour organization to new heights of success., Align your selling methods with their buying habits for a win-win relationship "The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer-centric approach." --Al Ries, bestselling coauthor, War in the Boardroom Since its founding in 2002, CustomerCentric Selling, one of the world's leading sales training firms, has dramatically changed how selling is viewed--from simply promoting a product to empowering customers to achieve goals or solve problems through the use of offerings. Today, buyers don't want salespeople telling them what they want or need; they've already gone online and informed themselves--which makes the job of selling more difficult than ever. So how do you reestablish the relevance you previously took for granted? How, in the world of Web 2.0, can you develop long-term relationships with customers and maintain your competitive advantage? You must stop focusing squarely on the selling cycle--and pay closer attention to the buying cycle. In other words, learn how customers want to buy and align your selling techniques accordingly. In Rethinking the Sales Cycle , two leaders from CustomerCentric Selling provide the latest research into the buying cycle. They present a step-by-step model that helps you seize market share and hold it by understanding the five stages of the buying cycle. Learn how to: Interpret buying behavior at different stages Assess your competitive position based upon buyer behavior Read the impetus behind a buyer objection Merge your selling process with a buyer's buying process Take a committee through a buying cycle to maximize the chance of consensus at the end When it comes to the buying cycle, today's customers want control. You can give it to them when you have a selling strategy aligned with their behavior. It's the best and perhaps only way to succeed in today's ultra-competitive world. Rethinking the Sales Cycle gives you unprecedented insight into the mindset, emotions, and behaviors of buyers. Armed with this information, you will find the solutions you need to lead your organization to new heights of success.
LC Classification Number
HF5438.25.H639 2010
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