Smarter Selling, 2nd Edition

Smarter Selling, 2nd Edition

by David Lambert, Keith Dugdale
Released March 2011
Publisher(s): Pearson Business
ISBN: 9780273750512

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Book 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.

Table of contents

  1. Cover (1/2)
  2. Cover (2/2)
  3. Contents
  4. Acknowledgements
  5. About the authors
  6. Foreword
  7. Preface to the second edition
  8. Introduction
  9. IOWEU – next generation sales strategies
    1. Selling today
    2. Next-generation sales strategies
    3. Relationship capital
    4. The IOWEU sales journey (1/2)
    5. The IOWEU sales journey (2/2)
    6. Customer, client or account
  10. How your buyers really see you
    1. Why you need to know how your buyers see you
    2. Who you are
    3. The Octagon behavioural assessment (1/2)
    4. The Octagon behavioural assessment (2/2)
    5. What are you going to do next?
    6. Finding out what other people really think
    7. Patterns and research
  11. Understanding and changing your relationships
    1. Types of relationship
    2. The components of trust
    3. Knowing where you are with a relationship
    4. How to change your relationships (1/2)
    5. How to change your relationships (2/2)
    6. Helping buyers’ internal relationships
    7. A matrix of relationships
  12. Understanding and adapting to buyers
    1. Different organisational approaches to buying
    2. Buyer types and their influence
    3. Roles
    4. Personal preferences (1/2)
    5. Personal preferences (2/2)
  13. Building rapport and trust – the I We U approach
    1. Control and structure (1/2)
    2. Control and structure (2/2)
    3. Personal power
    4. I We U (1/2)
    5. I We U (2/2)
  14. Uncovering real value
    1. Introducing SHAPE
    2. Surface (challenges – current state)
    3. Hunt (for challenges)
    4. Adjust (to change direction)
    5. Paint (for positive future outcomes)
    6. Engage (move to action)
    7. SHAPE summary
    8. An easier SHAPE
    9. Common areas for questioning: Focus-5
    10. Value Sheets (1/2)
    11. Value Sheets (2/2)
  15. Moving to a higher level of conversation
    1. Different levels of conversation
    2. Getting from level 1 to level 4 (1/2)
    3. Getting from level 1 to level 4 (2/2)
    4. Spicy questions
    5. Facts and feelings
  16. Cementing credibility and trust with your buyers
    1. Confirming and clarifying – CC Notes
    2. No proposals
    3. The draft work-plan
    4. The Great Price Lie
  17. Presenting your ideas for positive impact
    1. Audience
    2. Structure
    3. Proof and storytelling
    4. Delivery (1/2)
    5. Delivery (2/2)
    6. Q & A
    7. Visuals
  18. Getting smarter: putting IOWEU to work
  19. Summary of key messages
  20. Additional resources
    1. Your Octagon behavioural assessment
    2. Your Octagon action plan (1/3)
    3. Your Octagon action plan (2/3)
    4. Your Octagon action plan (3/3)
    5. Buyer Feedback Tool
    6. Recognising SHAPE questions
    7. Blank planning sheets
  21. Notes
  22. Index (1/2)
  23. Index (2/2)

Product information

  • Title: Smarter Selling, 2nd Edition
  • Author(s): David Lambert, Keith Dugdale
  • Release date: March 2011
  • Publisher(s): Pearson Business
  • ISBN: 9780273750512