Smarter Selling : How to grow sales by building trusted relationships （2ND）

Lambert, David/ Dugdale, Keith

Financial Times Prentice Hall（2011/08発売）

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製本 Paperback:紙装版/ペーパーバック版／ページ数 272 p.
言語 ENG
商品コード 9780273750444
DDC分類 658.81

Full Description

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.

IOWEU - next generation sales strategies
How your buyers really see you
Understanding and changing your relationships
Understanding and adapting to buyers
Building rapport and trust - the I We U approach
Uncovering real value
Moving to a higher level of conversation
Cementing credibility and trust with your buyers
Presenting your ideas for positive impact
Getting smarter: putting IOWEU to work
Summary of key messages
Additional resources