Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage

3.8 avg rating
( 5 ratings by GoodReads )
 
9780071637992: Rethinking the Sales Cycle:  How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage

Align your selling methods with theirbuying habits for a win-win relationship!

“The digital age has dramatically changed the selling profession.John Holland and Tim Young will bring you up to date on their newrules for a customer-centric approach.”
—Al Ries, bestselling coauthor, War in the Boardroom

Since its founding in 2002, CustomerCentric Selling, one of the world’s leadingsales training firms, has dramatically changedhow selling is viewed—from simply promotinga product to empowering customers toachieve goals or solve problems through the useof offerings.

Today, buyers don’t want salespeople tellingthem what they want or need; they’ve alreadygone online and informed themselves—whichmakes the job of selling more difficult than ever.

So how do you reestablish the relevance youpreviously took for granted? How, in the worldof Web 2.0, can you develop long-term relationshipswith customers and maintain yourcompetitive advantage? You must stop focusingsquarely on the selling cycle—and pay closerattention to the buying cycle. In other words,learn how customers want to buy and align yourselling techniques accordingly.

In Rethinking the Sales Cycle, two leaders fromCustomerCentric Selling provide the latestresearch into the buying cycle. They present astep-by-step model that helps you seize marketshare and hold it by understanding the five stagesof the buying cycle. Learn how to:

  • Interpret buying behavior at different stages
  • Assess your competitive position basedupon buyer behavior
  • Read the impetus behind a buyer objection
  • Merge your selling process with a buyer’sbuying process
  • Take a committee through a buying cycle tomaximize the chance of consensus at the end

When it comes to the buying cycle, today’s customerswant control. You can give it to themwhen you have a selling strategy aligned withtheir behavior. It’s the best and perhaps only wayto succeed in today’s ultra-competitive world.

Rethinking the Sales Cycle gives you unprecedentedinsight into the mindset, emotions, andbehaviors of buyers. Armed with this information,you will find the solutions you need to leadyour organization to new heights of success.

"synopsis" may belong to another edition of this title.

From the Back Cover:

Align your selling methods with theirbuying habits for a win-win relationship!

“The digital age has dramatically changed the selling profession.John Holland and Tim Young will bring you up to date on their newrules for a customer-centric approach.”
—Al Ries, bestselling coauthor, War in the Boardroom

With the proliferation of social networking and other online platforms, you are nolonger in control of customers’ perceptions of your products or services. Only byfocusing on buyer behavior can you keep your competitive edge fresh and sharp.

Rethinking the Sales Cycle reveals how buyer behavior has changed and explains why traditionalsales approaches don’t work. You’ll gain critical insight into:

  • The unprecedented power customers wield forbuilding—or killing—your business
  • The psychology of buyers and how it changes throughoutthe buying process
  • Developing an organization-wide strategy that aligns yourselling techniques to buyer behavior

With Rethinking the Sales Cycle, you will enjoy not only increased sales but, moreimportant, provide superior buying experiences—the foundation of a healthy, lastingseller-buyer relationship.

About the Author:

John R. Holland is cofounder and principalof CustomerCentric Selling®. His articleshave been published in Sales and MarketingExecutive Report, Selling Power, and AmericanSalesman.

Tim Young is CEO of CustomerCentricSelling®. Earlier in his career, he served aspresident of Harte-Hanks Marketing Servicesbefore founding TECHMAR Communications,which became one of the fastest-growingprivate companies in America.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

1.

Young, Tim; Holland, John R.
Published by McGraw-Hill Education
ISBN 10: 0071637990 ISBN 13: 9780071637992
New Hardcover Quantity Available: 1
Seller
Bookhouse COM LLC
(Philadelphia, PA, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Book Condition: New. 0071637990. Bookseller Inventory # Z0071637990ZN

More Information About This Seller | Ask Bookseller a Question

Buy New
5.17
Convert Currency

Add to Basket

Shipping: 4.80
From U.S.A. to United Kingdom
Destination, Rates & Speeds

2.

Young, Tim; Holland, John R.
Published by McGraw-Hill Education
ISBN 10: 0071637990 ISBN 13: 9780071637992
New Hardcover Quantity Available: 1
Seller
Booklot COM LLC
(Philadelphia, PA, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Book Condition: New. 0071637990. Bookseller Inventory # Z0071637990ZN

More Information About This Seller | Ask Bookseller a Question

Buy New
5.17
Convert Currency

Add to Basket

Shipping: 4.80
From U.S.A. to United Kingdom
Destination, Rates & Speeds

3.

Young, Tim; Holland, John R.
Published by McGraw-Hill Education 2010-01-04 (2010)
ISBN 10: 0071637990 ISBN 13: 9780071637992
New Hardcover Quantity Available: 3
Seller
Ebooksweb COM LLC
(Bensalem, PA, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education 2010-01-04, 2010. Hardcover. Book Condition: New. 1. 0071637990. Bookseller Inventory # Z0071637990ZN

More Information About This Seller | Ask Bookseller a Question

Buy New
5.30
Convert Currency

Add to Basket

Shipping: 4.80
From U.S.A. to United Kingdom
Destination, Rates & Speeds

4.

Young , Tim; Holland, John R.
ISBN 10: 0071637990 ISBN 13: 9780071637992
New Quantity Available: 1
Seller
LVeritas
(Newton, MA, U.S.A.)
Rating
[?]

Book Description Book Condition: New. Scarce older publication; appears mostly untouched and unread, shows very slight signs of prolonged shelf-life, likely out of print. Gift Quality Book in Excellent Condition. Recent publication with perhaps minor shelf-wear. Else, a very decent copy. Bookseller Inventory # 36S9KG001LG3

More Information About This Seller | Ask Bookseller a Question

Buy New
5.84
Convert Currency

Add to Basket

Shipping: 16.03
From U.S.A. to United Kingdom
Destination, Rates & Speeds

5.

Young , Tim
Published by McGraw-Hill Education (2010)
ISBN 10: 0071637990 ISBN 13: 9780071637992
New Quantity Available: > 20
Seller
Books2Anywhere
(Fairford, GLOS, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education, 2010. HRD. Book Condition: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Bookseller Inventory # IB-9780071637992

More Information About This Seller | Ask Bookseller a Question

Buy New
21.29
Convert Currency

Add to Basket

Shipping: 2.80
Within United Kingdom
Destination, Rates & Speeds

6.

Tim Young,John R. Holland
ISBN 10: 0071637990 ISBN 13: 9780071637992
New Quantity Available: 5
Seller
Chiron Media
(Wallingford, United Kingdom)
Rating
[?]

Book Description Book Condition: New. Brand new book, sourced directly from publisher. Dispatch time is 24-48 hours from our warehouse. Book will be sent in robust, secure packaging to ensure it reaches you securely. Bookseller Inventory # NU-ING-00649225

More Information About This Seller | Ask Bookseller a Question

Buy New
23.58
Convert Currency

Add to Basket

Shipping: 2.49
Within United Kingdom
Destination, Rates & Speeds

7.

Tim Young, John R. Holland
Published by McGraw-Hill Education - Europe, United States (2010)
ISBN 10: 0071637990 ISBN 13: 9780071637992
New Hardcover Quantity Available: 10
Seller
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2010. Hardback. Book Condition: New. 226 x 150 mm. Language: English . Brand New Book. Align your selling methods with theirbuying habits for a win-win relationship! The digital age has dramatically changed the selling profession.John Holland and Tim Young will bring you up to date on their newrules for a customer-centric approach. -Al Ries, bestselling coauthor, War in the Boardroom Since its founding in 2002, CustomerCentric Selling, one of the world s leadingsales training firms, has dramatically changedhow selling is viewed-from simply promotinga product to empowering customers toachieve goals or solve problems through the useof offerings. Today, buyers don t want salespeople tellingthem what they want or need; they ve alreadygone online and informed themselves-whichmakes the job of selling more difficult than ever. So how do you reestablish the relevance youpreviously took for granted? How, in the worldof Web 2.0, can you develop long-term relationshipswith customers and maintain yourcompetitive advantage? You must stop focusingsquarely on the selling cycle-and pay closerattention to the buying cycle. In other words,learn how customers want to buy and align yourselling techniques accordingly. In Rethinking the Sales Cycle, two leaders fromCustomerCentric Selling provide the latestresearch into the buying cycle. They present astep-by-step model that helps you seize marketshare and hold it by understanding the five stagesof the buying cycle. Learn how to: Interpret buying behavior at different stages Assess your competitive position basedupon buyer behavior Read the impetus behind a buyer objection Merge your selling process with a buyer sbuying process Take a committee through a buying cycle tomaximize the chance of consensus at the end When it comes to the buying cycle, today s customerswant control. You can give it to themwhen you have a selling strategy aligned withtheir behavior. It s the best and perhaps only wayto succeed in today s ultra-competitive world. Rethinking the Sales Cycle gives you unprecedentedinsight into the mindset, emotions, andbehaviors of buyers. Armed with this information,you will find the solutions you need to leadyour organization to new heights of success. Bookseller Inventory # AAC9780071637992

More Information About This Seller | Ask Bookseller a Question

Buy New
26.10
Convert Currency

Add to Basket

Shipping: FREE
Within United Kingdom
Destination, Rates & Speeds

8.

Tim Young, John R. Holland
Published by McGraw-Hill Education - Europe, United States (2010)
ISBN 10: 0071637990 ISBN 13: 9780071637992
New Hardcover Quantity Available: 10
Seller
The Book Depository US
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2010. Hardback. Book Condition: New. 226 x 150 mm. Language: English . Brand New Book. Align your selling methods with theirbuying habits for a win-win relationship! The digital age has dramatically changed the selling profession.John Holland and Tim Young will bring you up to date on their newrules for a customer-centric approach. -Al Ries, bestselling coauthor, War in the Boardroom Since its founding in 2002, CustomerCentric Selling, one of the world s leadingsales training firms, has dramatically changedhow selling is viewed-from simply promotinga product to empowering customers toachieve goals or solve problems through the useof offerings. Today, buyers don t want salespeople tellingthem what they want or need; they ve alreadygone online and informed themselves-whichmakes the job of selling more difficult than ever. So how do you reestablish the relevance youpreviously took for granted? How, in the worldof Web 2.0, can you develop long-term relationshipswith customers and maintain yourcompetitive advantage? You must stop focusingsquarely on the selling cycle-and pay closerattention to the buying cycle. In other words,learn how customers want to buy and align yourselling techniques accordingly. In Rethinking the Sales Cycle, two leaders fromCustomerCentric Selling provide the latestresearch into the buying cycle. They present astep-by-step model that helps you seize marketshare and hold it by understanding the five stagesof the buying cycle. Learn how to: Interpret buying behavior at different stages Assess your competitive position basedupon buyer behavior Read the impetus behind a buyer objection Merge your selling process with a buyer sbuying process Take a committee through a buying cycle tomaximize the chance of consensus at the end When it comes to the buying cycle, today s customerswant control. You can give it to themwhen you have a selling strategy aligned withtheir behavior. It s the best and perhaps only wayto succeed in today s ultra-competitive world. Rethinking the Sales Cycle gives you unprecedentedinsight into the mindset, emotions, andbehaviors of buyers. Armed with this information,you will find the solutions you need to leadyour organization to new heights of success. Bookseller Inventory # AAC9780071637992

More Information About This Seller | Ask Bookseller a Question

Buy New
26.75
Convert Currency

Add to Basket

Shipping: FREE
Within United Kingdom
Destination, Rates & Speeds

9.

John R. Holland; Tim Young
Published by McGraw-Hill Education (2010)
ISBN 10: 0071637990 ISBN 13: 9780071637992
New Hardcover Quantity Available: 1
Seller
Irish Booksellers
(Rumford, ME, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 2010. Hardcover. Book Condition: New. book. Bookseller Inventory # 0071637990

More Information About This Seller | Ask Bookseller a Question

Buy New
21.98
Convert Currency

Add to Basket

Shipping: 5.29
From U.S.A. to United Kingdom
Destination, Rates & Speeds

10.

Tim Young, John R. Holland
Published by McGraw-Hill Education - Europe 2010-01-01 (2010)
ISBN 10: 0071637990 ISBN 13: 9780071637992
New Hardcover Quantity Available: > 20
Seller
Blackwell's
(Oxford, OX, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe 2010-01-01, 2010. hardback. Book Condition: New. Bookseller Inventory # 9780071637992

More Information About This Seller | Ask Bookseller a Question

Buy New
27.46
Convert Currency

Add to Basket

Shipping: FREE
Within United Kingdom
Destination, Rates & Speeds

There are more copies of this book

View all search results for this book