Book description
Everyone sells. Some people sell ideas, some sell services and some sell products. Whatever you sell, this book will help you do it better, and feel better about doing it.
“Every now and then, you read a book that turns accepted wisdom on its head and shows a new way. This is one of those books.”
Rick Adkinson, CEO, Private Capital
"If you read SPIN Selling, you should read Smarter Selling. This book completes the jigsaw of buyer influences through addressing the emotional and psychological aspects of the sales process. This critical dimension provides a means for real differentiation."
Chris Greaves, Sales Director (Northern Europe), Ipswitch Inc.
“The tools this book introduces and the mindset change it drives will make a significant impact on the relationship and sales success of most organisations.”
Peter Savoff, General Manager, Hotels, Anthony John Group
“If your organisation relies on deep and sustainable relationships to drive profits, then applying the methods outlined in this book will undoubtedly contribute to better performance.”
Paul Hodgson, Founder and Managing Director, Sustainnovation Pty Ltd
Table of contents
- Copyright
- Praise for Smarter Selling
- Financial Times Prentice Hall
- Acknowledgements
- About the authors
- Introduction
- I Owe U – next generation sales strategies
- How other people really see you
- Understanding and changing your relationships
- Understanding and adapting to buyers
- Building rapport and trust – the I Owe U approach
-
Uncovering real needs
- Personal power
- Introducing SHAPE
- Surface (the facts)
- Hunt (for challenges)
- Adjust (to signal direction)
- Paint (for positive future outcomes)
- Engage (to move to action)
- Summary of SHAPE and tools to assist your learning
- An easier SHAPE
- Common areas for questioning
- Spicy Questions
- Value-Sheets
- Key messages
- Moving to a higher level
- Cementing credibility and trust
- Presenting your ideas for positive impact
- Getting smarter – putting I Owe U to work
-
Summary of key messages
- Chapter 1 I Owe U – next generation sales strategies
- Chapter 2 How other people really see you
- Chapter 3 Understanding and changing your relationships
- Chapter 4 Understanding and adapting to buyers
- Chapter 5 Building rapport and trust – the I Owe U approach
- Chapter 6 Uncovering real needs
- Chapter 7 Moving to a higher level
- Chapter 8 Cementing credibility and trust
- Chapter 9 Presenting ideas for positive impact
- Your Octagon™ behavioural assessment
- Your Octagon™ action plan
- Buyer Feedback Tool
- Blank planning sheets
- Recognising SHAPE questions
Product information
- Title: Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time
- Author(s):
- Release date: May 2008
- Publisher(s): Pearson
- ISBN: 9780131370401
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