December 2013
Intermediate to advanced
192 pages
3h 16m
English
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4Value-Tracking: Shaping Solutions
“Don’t just customize your solutions, personalize them.”
Being able to convince a client of the superiority of a product used to be the key to sales success. For the past four decades salespeople won business based on their ability to persuade clients that their customized product solutions were better than those of their competitors. The superior product solution combined with a good relationship was the winning formula. Persuasion will always be a part of effective selling. Relationships will always be stabilizing and deeply valued. But it takes a lot more than a good product and a relationship to win business in the new sales landscape.
It is clear that what persuaded clients just a few years ago does not ...