Smarter Selling

Enhanced descriptions from Syndetics:

This book shows readers the smarter way to sell -by building trusted consultative relationships with their customers. Whatever you are selling, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well.

Table of contents provided by Syndetics

• Acknowledgements (p. xii)
• About the authors (p. xiii)
• Foreword (p. xiv)
• Preface to the second edition (p. xvi)
• Introduction (p. xix)
• 1 IOWEU - next-generation sales strategies (p. 1)
• 1.1 Selling today (p. 1)
• 1.2 Next-generation sales strategies (p. 6)
• 1.3 Relationship capital (p. 8)
• 1.4 The IOWEU sales journey (p. 11)
• 1.5 Customer, client or account (p. 17)
• 2 How your buyers really see you (p. 21)
• 2.1 Why you need to know how your buyers see you (p. 21)
• 2.2 Who you are (p. 23)
• 2.3 The Octagon behavioural assessment (p. 26)
• 2.4 What are you going to do next? (p. 34)
• 2.5 Finding out what other people really think (p. 35)
• 2.6 Patterns and research (p. 36)
• 3 Understanding and changing your relationships (p. 39)
• 3.1 Types of relationship (p. 39)
• 3.2 The components of trust (p. 50)
• 3.3 Knowing where you are with a relationship (p. 54)
• 3.4 How to change your relationships (p. 57)
• 3.5 Helping buyers' internal relationships (p. 66)
• 3.6 A matrix of relationships (p. 66)
• 4 Understanding and adapting to buyers (p. 69)
• 4.1 Different organisational approaches to buying (p. 71)
• 4.2 Buyer types and their influence (p. 75)
• 4.3 Roles (p. 78)
• 4.4 Personal preferences (p. 82)
• 5 Building rapport and trust - the I We U approach (p. 88)
• 5.1 Control and structure (p. 89)
• 5.2 Personal power (p. 95)
• 5.3 I We U (p. 96)
• 6 Uncovering real value (p. 106)
• 6.1 Introducing SHAPE (p. 108)
• 6.2 Surface (challenges - current state) (p. 110)
• 6.3 Hunt (for challenges) (p. 114)
• 6.4 Adjust (to change direction) (p. 118)
• 6.5 Paint (for positive future outcomes) (p. 122)
• 6.6 Engage (move to action) (p. 126)
• 6.7 SHAPE summary (p. 129)
• 6.8 An easier SHAPE (p. 130)
• 6.9 Common areas for questioning: Focus-5 (p. 131)
• 6.10 Value Sheets (p. 132)
• 7 Moving to a higher level of conversation (p. 139)
• 7.1 Different levels of conversation (p. 139)
• 7.2 Getting from level 1 to level 4 (p. 143)
• 7.3 Spicy questions (p. 149)
• 7.4 Facts and feelings (p. 152)
• 8 Cementing credibility and trust with your buyers (p. 155)
• 8.1 Confirming and clarifying - CC Notes (p. 155)
• 8.2 No proposals (p. 163)
• 8.3 The draft work-plan (p. 166)
• 8.4 The Great Price Lie (p. 168)
• 9 Presenting your ideas for positive impact (p. 170)
• 9.1 Audience (p. 171)
• 9.2 Structure (p. 174)
• 9.3 Proof and storytelling (p. 177)
• 9.4 Delivery (p. 180)
• 9.5 Q & A (p. 186)
• 9.6 Visuals (p. 190)
• 10 Getting smarter: Putting IOWEU to work (p. 193)
• 11 Summary of key messages (p. 196)
• Additional resources (p. 200)
• 1 Your Octagon behavioural assessment (p. 200)
• 2 Your Octagon action plan (p. 217)
• 3 Buyer Feedback Tool (p. 231)
• 4 Recognising SHAPE questions (p. 233)
• 5 Blank planning sheets (p. 237)
• Notes (p. 239)
• Index (p. 240)