Make extraordinary sales happen!
In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them — and more likely to buy from them.
In Stop Selling & Start Leading, you’ll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mindset, and in the sales role itself, is the key to boosting your overall sales effectiveness.
• Inspire, challenge, and enable buyers
• Change your behavior to build trust and increase sales
• Step into your leadership potential
• See yourself the way your buyers do
• Feel good about selling again
When you’re aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.
Table of contents
- Praise for Stop Selling & Start Leading
- Title Page
- Introduction: How You Make Extraordinary Sales Happen
What If Sellers Behaved as Leaders?
- Chapter 1: When Sellers are at their Best
- Chapter 2: Credibility is the Foundation of Both Leadership and Making the Sale
- Practice 1: Model the Way
- Practice 2: Inspire a Shared Vision
- Practice 3: Challenge the Process
- Practice 4: Enable Others to Act
- Practice 5: Encourage the Heart
- About the Authors
- End User License Agreement
- Title: Stop Selling and Start Leading
- Release date: March 2018
- Publisher(s): Wiley
- ISBN: 9781119446286
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