Description
This essential book demystifies what it takes to succeed as a business-to-business (b2b) salespersons today. The way buyers choose suppliers today has changed significantly. Yet, many salespeople, and the people who train them, still rely on last-century methods that are tips and tricks at best. 21st-century selling starts with understanding your customer. Knowing how they evaluate suppliers, and what triggers an intent to buy, should always direct your sales efforts. Selling is not about trickery, emotional blackmail, high-pressure manipulation or achieving a target at ay cost. It's about being wholly customer-centric. By putting the needs of the customer first, you will always find the right issues and words to base your sale on.
More details
Series
Language
English
Place of publication
London
United Kingdom
Target group
Professional and scholarly
Dimensions
Height: 180 mm
Width: 120 mm
ISBN-13
978-1-911498-56-8 (9781911498568)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
Nic Read has run sales teams across the world for 30 years. He is a thought leader and bestselling author in the field of sales. Lee Bartlett is a world-leading sales consultant and specializes in new technology, He is the author of 'The No.1 Best Seller'.