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Selling, the new norm : dynamic new methods for a competitive and changing world / Drew Stevens.
Material type:
TextSeries: Selling and sales force management collectionPublisher: New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2016Edition: First editionDescription: 1 online resource (170 pages)Content type: - text
- computer
- online resource
- 9781606499818
- Selling
- Sales management
- creating a sales training program
- decision makers
- developing a sales training program
- enterprise selling
- sales management activities
- sales management analysis and decision making
- sales management basics
- sales management best practices
- sales management building customer relationships and partnerships
- sales management business plan
- sales negotiation
- sales process
- sales training books
- sales training ideas
- sales training programs
- sales training techniques
- start a sales training business
- 658.85 23
- HF5438.25 .S747 2016
Contents:
Abstract: Why read another book on selling? Simple. Today's client is more informed, more sophisticated, and has more access to information. Selling professionals today need to be keener to fulfill the needs of the client by offering value, and most important trust. In the increasing age and rage of globalization and the Internet, competition rises. Selling professionals today need to determine better ways to reach the economic decision maker and better articulate their value. Selling the New Norm is such a book. This book will provide the tools and templates required to meet today's sales challenges.
1. Inescapable change, why it is required? -- 2. The cancellation of old practices -- 3. New methods for selling -- 4. Creating a customer experience -- 5. Networking skills, keys to pipeline success -- 6. The holy grail of referrals -- 7. Wow it's noisy, how to get heard in a rock concert -- 8. Becoming a buyer peer -- 9. Sales tools for today's seller -- Book summary and action steps -- Templates for selling professionals -- Index.
