- Paperback: 256 pages
- Publisher: Financial Times/ Prentice Hall; 1 edition (6 Jun 2007)
- Language English
- ISBN-10: 0273712462
- ISBN-13: 978-0273712466
- Product Dimensions: 22.9 x 15.5 x 1.8 cm
- Average Customer Review: 4.4 out of 5 stars See all reviews (5 customer reviews)
- Amazon Bestsellers Rank: 477,797 in Books (See Top 100 in Books)
- See Complete Table of Contents
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Product Description
Product Description
Make your customer's day - and make your number, year after year.
The old-fashioned hard sell doesn't cut it any more. Learn what works and what doesn't in selling today. Customers want to buy, not be sold to and this requires different skills and techniques from the salesperson. Find out how to develop trusting relationships and genuine rapport with your clients and customers and learn how to scope out and meet their needs, so that you can do successful business in today's new sales environment.
Through the author’s unique ‘I Owe You’ framework, Smarter Selling gives you an immediately applicable method for understanding your own personality and that of the buyers you deal with and demonstrates why it is critical that the first comes before the second. More than that, it provides you with simple tools and approaches tested by leading organisations, to help you build deeper, more trusting and more successful relationships with your buyers so that you outperform the competition every time.
From the Back Cover
Everyone sells. Some people sell ideas, some sell services and some sell products. Whatever you sell, this book will help you do it better, and feel better about doing it.
“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
"If you read SPIN Selling, you should read Smarter Selling. This book completes the jigsaw of buyer influences through addressing the emotional and psychological aspects of the sales process. This critical dimension provides a means for real differentiation."
Chris Greaves, Sales Director (Northern Europe), Ipswitch Inc.
“The tools this book introduces and the mindset change it drives will make a significant impact on the relationship and sales success of most organisations.”
Peter Savoff, General Manager, Hotels, Anthony John Group
“If your organisation relies on deep and sustainable relationships to drive profits, then applying the methods outlined in this book will undoubtedly contribute to better performance.”
Paul Hodgson, Founder and Managing Director, Sustainnovation Pty Ltd
Inside This Book
(Learn More)
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Most Helpful Customer Reviews
3 of 3 people found the following review helpful:
5.0 out of 5 stars
An important and significant piece of work,
By Karen Borgelt (Australia) - See all my reviews
This review is from: Smarter Selling: Next Generation Sales Strategies to Meet Your Buyer's Needs - Every Time (Financial Times Series) (Paperback)
I have devoured ¾ of your book as I write this early on Sunday morning. All I can say is that in my opinion this is one of the most important, significant and timely bundles of knowledge in the public domain. All my selling life I have touched on aspects of what you are saying - the importance of building relationships and finding out what people really need but I was stuck in so many obsolete methods and concepts.
1 of 1 people found the following review helpful:
5.0 out of 5 stars
An Overdue Revelation for Sales in the Real World,
By
This review is from: Smarter Selling: Next Generation Sales Strategies to Meet Your Buyer's Needs - Every Time (Financial Times Series) (Paperback)
I recently purchased a copy of Smarter Selling whilst waiting at Waterloo Railway Station, and it has proved to be the best inspiration I have had for many years!I picked up the book and managed to read two thirds in two days which was enough to convince me that this is a big step forward. I have purchased a copy of the book for the four people participating in the sales training that I am running as I believe it is so fundamentally important. I have allied the structure and objective analysis of Miller Heiman with the overall concept of I owe U to provide a framework upon which the skills of SHAPE questioning can be applied to build the relationships with clients. This is I believe a winning formula in our primary marketplace
1 of 1 people found the following review helpful:
5.0 out of 5 stars
Outstanding results,
By
This review is from: Smarter Selling: Next Generation Sales Strategies to Meet Your Buyer's Needs - Every Time (Financial Times Series) (Paperback)
I picked up the book whilst I was in the US last week and read it cover to cover on the flight back. Every single page resonates with me! It is everything I am trying to do with my clients. When I have done it the sale goes so smoothly that it is a joy, it doesn't feel like I am selling it feels like I am genuinely selling and the results are outstanding.
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