Human to Human Selling - How to Sell Real and Lasting Value …, Sembawang

Ships from and sold by EXPERAL Singapore
Publisher: Ingram IPS
ISBN 13: 9781614485407
Condition: Brandnew
Binding: paperback
Pages: 208
Dimensons: 229 x 152 x 10 | 181 (gram)

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In our increasingly digitized and fast-paced world, human relationships are often strained—sales relationships even more so. Today’s buyers are better informed, more sophisticated, and more transactional. As a result, sales professionals must navigate new challenges as they seek to develop meaningful relationships with these sometimes elusive buyers. In Human To Human Selling, sales strategist Adrian Davis details how sales professionals and the people who manage them can increase sales performance while developing strategic relationships with their customers. Bringing sales professionals out of the Industrial Age adversarial model of sales into the “Age of Business Reformation,” Human To Human Selling presents a step-by-step process for building symbiotic relationships with buyers—connections that are both mutually rewarding and emotionally fulfilling and lead to the “right-fit” customer. Human To Human Selling -Provides a fresh perspective on sales and customer relationship management -Bridges the gap between sales techniques and corporate strategy, enabling salespeople to sell higher -Provides practical techniques for strategic selling The results will speak for themselves: sales professionals that are a strategic asset to their buyers as well as their employers.   In our increasingly digitized and fast-paced world, human relationships are often strained—sales relationships even more so. Sales professionals must navigate new challenges as they seek to develop meaningful relationships with buyers who are often elusive. Human To Human Selling will appeal to sales professionals and the people who manage them by showing how they can increase sales performance while simultaneously developing strategic relationships with their customers.AcknowledgmentsAbout the AuthorIntroductionPart One: Redefining the Customer Relationship: From Adversarial to HumanChapter 1: A Brief History of Customer RelationshipsChapter 2: Selling to Humans: The Five Stages of Relationship DevelopmentPart Two: Human-to-Human Selling: Getting InvolvedChapter 3: Follow the Buying CycleChapter 4: Phase One: AwarenessChapter 5: A-SALE and a StoryChapter 6: Phase Two: AssessmentChapter 7: Phase Three: ApprehensionChapter 8: Phase Four: ActionChapter 9: Phase Five: AdoptionPart Three: The Human-to-Human Enterprise: Growing UpChapter 10: The Human-to-Human Enterprise Lifecycle: The Five Stages of Company DevelopmentChapter 11: The Winners’ QuadrantChapter 12: The Way ForwardResources “Few things are more important than recognizing the value that customers create for your company. Of course, they create the most value for you when you create the most value for them. Simple, but it's shocking ho