Smarter selling how to grow sales by building trusted relationships
Learn what works and what doesn't work in selling today. The authors illustrate how to meet buyer's needs and increase sales numbers.
| Otros Autores: | , |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Harlow, England :
FT Prentice Hall
[2011]
|
| Edición: | 2nd ed |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628230906719 |
Tabla de Contenidos:
- Cover
- Contents
- Acknowledgements
- About The Authors
- Foreword
- Preface To The Second Edition
- Introduction
- 1 Ioweu - Next Generation Sales Strategies
- Selling Today
- Next-Generation Sales Strategies
- Relationship Capital
- The Ioweu Sales Journey
- Customer, Client Or Account
- 2 How Your Buyers Really See You
- Why You Need To Know How Your Buyers See You
- Who You Are
- The Octagon Behavioural Assessment
- What Are You Going To Do Next?
- Finding Out What Other People Really Think
- Patterns and Research
- 3 Understanding and Changing Your Relationships
- Types Of Relationship
- The Components Of Trust
- Knowing Where You Are With A Relationship
- How To Change Your Relationships
- Helping Buyers' Internal Relationships
- A Matrix Of Relationships
- 4 Understanding and Adapting To Buyers
- Different Organisational Approaches To Buying
- Buyer Types and Their Influence
- Roles
- Personal Preferences
- 5 Building Rapport and Trust - The I We U Approach
- Control and Structure
- Personal Power
- I We U
- 6 Uncovering Real Value
- Introducing Shape
- Surface (Challenges - Current State)
- Hunt (For Challenges)
- Adjust (To Change Direction)
- Paint (For Positive Future Outcomes)
- Engage (Move To Action)
- Shape Summary
- An Easier Shape
- Common Areas For Questioning: Focus-5
- Value Sheets
- 7 Moving To A Higher Level Of Conversation
- Different Levels Of Conversation
- Getting From Level 1 To Level 4
- Spicy Questions
- Facts and Feelings
- 8 Cementing Credibility and Trust With Your Buyers
- Confirming and Clarifying - Cc Notes
- No Proposals
- The Draft Work-Plan
- The Great Price Lie
- 9Presenting Your Ideas For Positive Impact
- Audience
- Structure
- Proof and Storytelling
- Delivery
- Q & A
- Visuals
- 10 Getting Smarter: Putting Ioweu To Work.
- 11 Summary Of Key Messages
- Additional Resources
- Your Octagon Behavioural Assessment
- Your Octagon Action Plan
- Buyer Feedback Tool
- Recognising Shape Questions
- Blank Planning Sheets
- Notes
- Index.
