Human to Human Selling: How to Sell Real and Lasting Value in an Increasingly Digital and Fast-Paced World

“Provides sound approaches, memorable thinking, and practical checklists for closing deals that work for both buyer and seller.” —Don Peppers and Martha Rogers, Ph.D., Founders of Peppers & Rogers Group, co-authors of Extreme Trust: Honesty as a Competitive Advantage In our increasingly digitized and fast-paced world, human relationships are often strained—sales relationships even more so. Today’s buyers are better informed, more sophisticated, and more transactional. As a result, sales professionals must navigate new challenges as they seek to develop meaningful relationships with these sometimes elusive buyers. In Human To Human Selling, sales strategist Adrian Davis details how sales professionals and the people who manage them can increase sales performance while developing strategic relationships with their customers. Bringing sales professionals out of the Industrial Age adversarial model of sales into the “Age of Business Reformation,” Human To Human Sellingpresents a step-by-step process for building symbiotic relationships with buyers—connections that are both mutually rewarding and emotionally fulfilling and lead to the “right-fit” customer.

© 2013 Morgan James Publishing (eBook): 9781614485414

Data wydania

eBook: 1 października 2013