047083675X BRAND-NEW, Unread Copy in Perfect Condition. FAST UPS shipping (you'll receive your order within 1-5 business days after shipping in most cases*), this helps to ensure your order arrives in perfect condition. PLEASE NOTE: FedEx does not generally deliver to PO Boxes or APO addresses, so please be sure to give us a physical street address to deliver to; also, unfortunately, we cannot ship this item to Alaska or Hawaii. THANKS! *(this applies to domestic shipments within the continental US - other destinations may take longer). Bookseller Inventory #
Synopsis: If the process of buying and selling makes the world go round, then why does it have such a lousy reputation? Customers are wary of those who come selling, and salespeople have become embarrassed by their roles. Reversing this trend means adopting a new mindset, different processes, and fresh disciplines. In Championship Selling, three of North America?s most respected sales leaders offer a powerful, yet remarkably simple, vision of what it means to sell, as well as innovative techniques and tools for establishing mutually productive relationships with customers.
Most selling today is the same as it has always been ? transactional. That is, the salesperson tries everything to get a foot in the door, follow their own agenda, close the deal and move on. However, transformational selling focuses on listening to, and working with, the customer to build enduring relationships that are valuable to both parties, and last far beyond the first transaction. Championship Selling portrays sales as a complex, vital, ongoing process, and outlines techniques and exercises to help salespeople, and their companies, evolve from a transactional mentality to a transformational one, for better long-term results.
Praise for Championship Selling
"Every business leader and sales professional will benefit from Championship Selling."
?Jeffrey J. Fox , bestselling author of How to Become a Rainmaker
"Championship Selling provides a comprehensive framework for individuals and entire companies to build lasting value. Read this book if you don't want to be left behind."
?Mike Charette, Vice President Customer Development - Wal-Mart, Johnson & Johnson
"Championship Selling will help you see the customer in a refreshing new light."
?Tom Greco, Senior Vice President Sales, Frito-Lay North America
"Forget books on getting the customer to see it your way. Championship Selling tells you something much more valuable: how to see it the customer's way."
?George Cooke, CEO, Dominion of Canada General Insurance
"The concepts in Championship Selling speak directly to the shift companies need to adopt if they want to position themselves for success in today's environment."
?Steve Fox, Senior Vice President Customer Business Development, Nestlé
"Sales leaders of the future will need to become customer general managers. Championship Selling will get them on the right road ? fast."
?Tom Muccio, former President Global Customer Teams, Procter & Gamble
"You'll never look at customers the same way again."
?Tim Boissinot, Executive Vice President, Quebecor
"Championship Selling gives you the tools to create enduring, sustainable value. If you want a leadership edge, this is the book to get."
?Kevin Cashman, CEO, LeaderSource and bestselling author of Leadership from the Inside Out
From the Inside Flap:
Selling is everyone's business. We're all affected by it every day of our lives, surrounded by things that have been bought and sold, each one satisfying a different, specific need. So if selling makes the world go round, then why does it have such a lousy reputation? Many customers are wary of those who call on them, and salespeople often feel adrift and unsupported in their roles.
Many companies, focused myopically on the bottom line, have ignored the importance and potential of the selling function. But no amount of cost cutting and streamlining operations can grow revenues. Today, selling is at the very heart of a winning business.
In Championship Selling, three of North America's most respected sales leaders offer new ways of understanding the sales function, and of engaging the whole company around top-line growth. From the boardroom to the front lines, this fresh approach focuses on developing selling skills into critical instruments of success and business building.
Championship Selling offers a powerful, yet remarkably simple, vision of what it means to sell, as well as innovative approaches and tools for establishing mutually productive relationships with customers. It outlines proven principles, processes, and exercises to help salespeople and their companies evolve from a transactional mentality to a transformational one, for better long-term results. Transactional selling—the desperate attempt to get a foot in the door, close the deal and move on—is a thing of the past. Championship Selling focuses on listening to, and working with, the customer to build strategic solutions that create enduring value for both sides.
Title: Championship Selling: A Blueprint for ...
Book Condition: New
Book Description Wiley, 2005. Book Condition: Good. N/A. Shows some signs of wear, and may have some markings on the inside. Bookseller Inventory # GRP8614834
Book Description Wiley, 2005. Book Condition: Very Good. N/A. Great condition for a used book! Minimal wear. Bookseller Inventory # GRP13568720
Book Description Wiley, 2005. Book Condition: Good. N/A. Ships from Reno, NV. Shows some signs of wear, and may have some markings on the inside. Bookseller Inventory # GRP87432119
Book Description Wiley. Hardcover. Book Condition: GOOD. Good: Gently used may contain ex-library markings, possibly has some minor highlighting, textual notations, and or underlining. Text is still easily readable. Bookseller Inventory # 2565068866
Book Description Wiley. Hardcover. Book Condition: As New. Straight spine with no creases. Cover has no damage and pages show little wear. Bookseller Inventory # G047083675XI2N00
Book Description Wiley. Hardcover. Book Condition: As New. Book appears to be new. Bookseller Inventory # G047083675XI2N00
Book Description Wiley. Hardcover. Book Condition: Good. This book has a light amount of wear to the pages, cover and binding. Bookseller Inventory # G047083675XI3N00
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Book Description Wiley. Hardcover. Book Condition: Good. Book has a small amount of wear visible on the binding, cover, pages. Bookseller Inventory # G047083675XI3N00
Book Description Wiley. Hardcover. Book Condition: Good. Dust Cover Missing. Book shows minor use. Cover and Binding have minimal wear, and the pages have only minimal creases. Bookseller Inventory # G047083675XI3N01