- Paperback: 272 pages
- Publisher: Financial Times/ Prentice Hall; 2 edition (23 Aug 2011)
- Language English
- ISBN-10: 0273750445
- ISBN-13: 978-0273750444
- Product Dimensions: 21.3 x 13.7 x 2 cm
- Average Customer Review: 5.0 out of 5 stars See all reviews (1 customer review)
- Amazon Bestsellers Rank: 293,557 in Books (See Top 100 in Books)
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Product Description
Product Description
This book shows readers the smarter way to sell -by building trusted consultative relationships with their customers. Whatever you are selling, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well.
From the Back Cover
“Every now and then, you read a book that turns accepted wisdom on its head and shows a new way. This is one of those books.”
Rick Adkinson, CEO, Private Capital, Hong Kong.
"Success in the consultative sale is all about creating customer value from every meeting, but few salespeople know how to do this. This book has many useful and practical ideas to help salespeople improve their value-creating capabilities."
Neil Rackham, best-selling author of SPIN Selling.
“The tools covered in this book will help any sales person who wants to make the shift from a traditional to a consultative approach and ultimately towards becoming a trusted advisor.”
Charles H. Green. Best selling co-author of The Trusted Advisor
“The Smarter Selling approaches really improved our people's ability to engage with clients and spot opportunities to deliver additional value."
Tom Keller, President, Iron Mountain Eastern Europe and Scandinavia
SHOWS YOU THE SMARTER WAY TO SELL: BUILDING TRUSTED, CONSULTATIVE RELATIONSHIPS WITH YOUR CUSTOMERS
Whatever you sell, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well.
Inside This Book
(Learn More)
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Customer Reviews
Most Helpful Customer Reviews
Format:Paperback
Smart selling starts with the right mind-set: namely, a customer is not dependent on us--we are dependent on her. She is not an outsider to our business--she is the purpose of it. We are not doing her a favor--she is doing us one.
Chapter 1 captures this with its title, I Owe U. And the following chapters show how to put this into practice.
Smarter Selling is distinctively valuable because it starts at the right place.
Chapter 1 captures this with its title, I Owe U. And the following chapters show how to put this into practice.
Smarter Selling is distinctively valuable because it starts at the right place.
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
1 review
I Owe U sums it all up
3 Dec 2011
Format:Paperback
Smart selling starts with the right mind-set: namely, a customer is not dependent on us--we are dependent on her. She is not an outsider to our business--she is the purpose of it. We are not doing her a favor--she is doing us one.
Chapter 1 captures this with its title, I Owe U. And the following chapters show how to put this into practice.
Smarter Selling is distinctively valuable because it starts at the right place.
Chapter 1 captures this with its title, I Owe U. And the following chapters show how to put this into practice.
Smarter Selling is distinctively valuable because it starts at the right place.
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