Adrian Davis

Human to Human Selling (eBook, ePUB)

How to Sell Real and Lasting Value in an Increasingly Digital and Fast-Paced World

• Format: ePub

Produktbeschreibung

"Provides sound approaches, memorable thinking, and practical checklists for closing deals that work for both buyer and seller." -Don Peppers and Martha Rogers, Ph.D., Founders of Peppers & Rogers Group, co-authors of Extreme Trust: Honesty as a Competitive Advantage 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 Sellingpresents 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.

Produktdetails

• Verlag: Morgan James Publishing
• Seitenzahl: 199
• Erscheinungstermin: 31. Dezember 2020
• Englisch
• ISBN-13: 9781614485414
• Artikelnr.: 39604027

Autorenporträt

Adrian Davis is a business strategist and trusted advisor for chief executives and business owners who has been studying sales methodology for over twenty years. He has an in-depth understanding of what it takes to drive sales performance and has critical insights to share with business leaders to help them get more sales, faster, with better customers. As president and CEO of management consulting firm Whetstone Inc., he has worked with organizations such as AOL, The Globe & Mail, KPMG, Sonova, Stantec, Motorola, Dupont, Aviva, School Specialty, and PricewaterhouseCoopers. His talented team has developed a reputation for leading organizations to innovative and practical solutions that enhance customer value and dramatically increase sales and profitability. Adrian is a certified professional in Business Process Management (P.BPM) and a certified Competitive Intelligence Professional (CIP). A thought-provoking and inspirational speaker, he is frequently called upon to address senior management teams and sales groups on corporate strategy, competitive advantage, and sales performance.

Inhaltsangabe

Acknowledgments
About the Author
Introduction
Part One: Redefining the Customer Relationship: From Adversarial to Human
Chapter 1: A Brief History of Customer Relationships
Chapter 2: Selling to Humans: The Five Stages of Relationship Development
Part Two: Human-to-Human Selling: Getting Involved
Chapter 3: Follow the Buying Cycle
Chapter 4: Phase One: Awareness
Chapter 5: A-SALE and a Story
Chapter 6: Phase Two: Assessment
Chapter 7: Phase Three: Apprehension
Chapter 8: Phase Four: Action
Chapter 9: Phase Five: Adoption
Part Three: The Human-to-Human Enterprise: Growing Up
Chapter 10: The Human-to-Human Enterprise Lifecycle: The Five Stages of
Company Development
Chapter 11: The Winners’ Quadrant
Chapter 12: The Way Forward
Resources