Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship Hardcover – 4 Dec 2008
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About the Author
Recognized as one of "Time" magazine s twenty-five most influential Americans, Stephen R. Covey (1932 2012) was an internationally respected leadership authority, family expert, teacher, organizational consultant, and author.His books have sold more than twenty-five million copiesin thirty-eight languages, and "The 7 Habits of Highly Effective People" was named the #1 Most Influential Business Book of the Twentieth Century. After receiving an MBA from Harvard and a doctorate degree from Brigham Young University, he became the cofounder and vice chairman of FranklinCovey, a leading global training firm.
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Top Customer Reviews
Covey offers a methodology for approaching the sales cycle that above all recognises every client is different and a 'one style fits all' approach is just not effective.
He examines the verbal nnd non verbal signals client give, as well as how to use these signals for objection handling and closing.
Central to his thinking is the idea that solutions only have value to the client if it actually fixes a problem or achieves a result; In itself a proposal for a solution is not therefore enough to gain client acceptance. If the solution is not correct he argues one should walk away to maintain credibility, or offer a new solution
Above all the process Covey advocates makes one think very hard before and during a sales engagement. Read this book and you will never again hold a meeting with a client off the cuff.
Looking forward to reading the rest of the book !!
Most Recent Customer Reviews
Simple, effective framework to engage clients and help them succeed with consultative sales. I have been buying copies and handing them out since 1999.Published 5 months ago by Hans Baumhardt
Very good book especially if you are new to consultancy and selling your skillsPublished 19 months ago by mark large