The Innovative Sale : Unleash Your Creativity for Better Customer Solutions and Extraordinary Results

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The Innovative Sale : Unleash Your Creativity for Better Customer Solutions and Extraordinary Results

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  • 製本 Hardcover:ハードカバー版/ページ数 276 p.
  • 言語 ENG,ENG
  • 商品コード 9780814433478
  • DDC分類 658.81

Full Description


When it comes to strategies, salespeople usually veer toward one of two extremes: operating analytically...or by the seat of their pants. In this groundbreaking book on sales creativity, readers will learn how to integrate the right-brain aptitude for innovation with the left-brain affinity for logic and process. The result is a fresh, dynamic approach that addresses customers' needs while expanding the salesperson's entire way of thinking. Packed with real-life examples and powerful principles, The Innovative Sale reveals how to: * Define the sales challenge * Question assumptions and look for ways to reframe the problem * Mine unrelated situations for fresh solutions * Get comfortable with feeling lost as you explore new directions * Break some rules and learn to "grow with the flow" The Innovative Sale draws on the work of pioneering geniuses in design, architecture, and the arts to help salespeople develop a predictable creative process. With the tools and tips of this game-changing book in hand, they'll unleash their own unique powers of intuition and innovation, and land more sales than ever before-in ways they never imagined possible.

Table of Contents

Acknowledgments                                    v
Introduction ix
Chapter 1 The Sales Innovation Dilemma 1 (26)
The Dilemma of Perception 6 (6)
The Dilemma of Constraints 12 (7)
The Dilemma of Personality 19 (4)
How Sales and Innovation Work Together 23 (4)
Chapter 2 The Innovative Sale Principles 27 (40)
Principle One Pattern 31 (7)
Principle Two Variety 38 (5)
Principle Three Unity 43 (6)
Principle Four Contrast 49 (5)
Principle Five Movement 54 (7)
Principle Six Harmony 61 (6)
Chapter 3 What's Your Problem? Laying the 67 (32)
Foundation and Gathering Insight
The Innovative Sale Process: An Overview 71 (28)
Step 1 Define the Challenge and 85 (3)
Constraints
Step 2 Gather Insight 88 (11)
Chapter 4 Breaking Down Barriers 99 (20)
Breaking Down Brainstorming 102(17)
Step 3 Create Initial Approaches 108(2)
Step 4 Destroy False Constraints 110(9)
Chapter 5 Where Are All the New Ideas? 119(24)
Step 5 Combine Parallels 122(12)
Step 6 Explore Horizontally 134(9)
Chapter 6 The Attraction of Rejection 143(26)
Step 7 Develop Vertically 148(8)
Step 8 Implement and Communicate 156(13)
Chapter 7 The Innovative Sale in Practice: 169(28)
Delivering a Better Value Proposition
Working Through the Innovative Sale 170(27)
Process
Chapter 8 The Innovative Sale in Practice: 197(22)
Designing Your Sales Process and Customer
Experience
Working Through the Innovative Sale 198(21)
Process
Chapter 9 The Innovative Sale in Practice: 219(26)
Coaching Your Team
The Innovative Sale Assessment: 222(17)
Understanding Your Sales Team's Creative
Quotient for Sales
Putting It into Action 239(6)
Chapter 10 What's Your Creative Quotient 245(14)
for Sales?
Get Your Creative Quotient for Sales 246(1)
Building Your Innovative Sale Muscles 247(12)
Appendix: Your Revenue Roadmap: A Powerful 259(8)
Left-Brained Approach for Connecting the Sales
Effectiveness Disciplines
Index 267