Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage Hardcover - 2010 - 1st Edition
by Tim Young; John Holland
From the rear cover
Align your selling methods with their buying habits for a win-win relationship!
"The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer-centric approach."
--Al Ries, bestselling coauthor, War in the Boardroom
With the proliferation of social networking and other online platforms, you are no longer in control of customers' perceptions of your products or services. Only by focusing on buyer behavior can you keep your competitive edge fresh and sharp.
Rethinking the Sales Cycle reveals how buyer behavior has changed and explains why traditional sales approaches don't work. You'll gain critical insight into:
- The unprecedented power customers wield for building--or killing--your business The psychology of buyers and how it changes throughout the buying process
- Developing an organization-wide strategy that aligns your selling techniques to buyer behavior
With Rethinking the Sales Cycle, you will enjoy not only increased sales but, more important, provide superior buying experiences--the foundation of a healthy, lasting seller-buyer relationship.
Details
- Title Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage
- Author Tim Young; John Holland
- Binding Hardcover
- Edition number 1st
- Edition 1
- Pages 288
- Volumes 1
- Language ENG
- Publisher McGraw-Hill Companies, Blacklick, Ohio, U.S.A
- Date 2010-01-01
- Illustrated Yes
- Features Bibliography, Dust Cover, Illustrated, Index, Table of Contents
- ISBN 9780071637992 / 0071637990
- Weight 1.09 lbs (0.49 kg)
- Dimensions 9.26 x 6.62 x 0.91 in (23.52 x 16.81 x 2.31 cm)
-
Themes
- Aspects (Academic): Business Aspects
- Library of Congress subjects Consumer behavior, Selling
- Library of Congress Catalog Number 2009029686
- Dewey Decimal Code 658.85
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Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage
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