Connective Selling

The Secrets of Winning 'Big Ticket' Sales

John Timperley

200 pages, parution le 12/08/2004

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Résumé

There are only three outcomes to a potential sales opportunity; either you will win it, lose it or no decision is made.
Connective Selling is about understanding how people buy so you can make the right move at the right time in the sales process.

Designed for big ticket work, the Connective Selling model is equally applicable in all sales situations. It s about earning respect and trust by knowing your client s business and addressing their problems. It s about solving their issues and helping them succeed. It tells you what to talk about, and when, and how to really hear what your contacts are saying.

Ultimately, it s about the importance of building rapport and relationships to win business. SPIN selling has been the dominant technique for the past decade but Connective Selling makes the sales process easier and more sophisticated. The practical 8 junction approach will help you sell effectively without the hard sell. Connective Selling is for salespeople who want to win business with techniques that really work.

L'auteur - John Timperley

John Timperley is a Marketing Director with the world's largest professional services firm PricewaterhouseCoopers. He is a regular speaker and presenter, creating and delivering sales, business development and client care programmes for clients and staff. He is author of two previous books, Barefoot on Broken Glass - the five secrets of success in a massively changing business world and Network your way to Success.

Sommaire

You are entering the 'sales zone' …
Winning new work through connective selling
The power of forging strong relationships
Understanding and infl uencing your contacts
Questions - the key to identifying their issues and aspirations
Navigating your way round your contact's head
The connective way to win tenders
Writing proposals that win work
The secrets of successful presentations
Overcoming the 'road blocks' in the sale - objections
Nearly there … the art of negotiating profitable terms
Are you a Rainmaker? Compare yourself with the best
Connective selling resources: tools and plans to help you

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Capstone Publications
Auteur(s)	John Timperley
Parution	12/08/2004
Nb. de pages	200
Format	15,5 x 23,5
Couverture	Broché
Poids	355g
Intérieur	Noir et Blanc
EAN13	9781841126128