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
About the Author
Keith Dugdale is the CEO of Inparallel Australasia Pty Ltd, an Australian based specialist in human behaviour in the workplace. He has been focusing on the sales side of this for the last seven years and has been consulting with individuals, local companies and global organisations.
Keith worked for many years with business consultants PricewaterhouseCoopers in the UK, China, Singapore, Hong Kongand Australia. He held senior positions in people development and business development. Keith is qualified in several personality and behavioural tools.
David Lambert is the CEO of MenTacTion Limited, a Hong Kongbased specialist communications and training consultancy. He began to specialise in communications more than 15 years ago and in the intervening period has consulted for many leading companies, organisations and government bodies – helping them improve their internal and external communications.
David worked for five years with a specialist corporate communications consultancy in the UKand for eight years with business consultants PricewaterhouseCoopers, where he held senior positions in business development, marketing and communications and, finally, as head of the Pricewaterhouse Coopers Leadership Academy. David is qualified in a number of personality and behavioural tools.
