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Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage (BUSINESS BOOKS) - Hardcover

 
9780071637992: Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage (BUSINESS BOOKS)
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Rethinking the Sales Cycle Guaranteed techniques for controlling every moment of the buying cycle

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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.

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  • PublisherMcGraw Hill
  • Publication date2010
  • ISBN 10 0071637990
  • ISBN 13 9780071637992
  • BindingHardcover
  • Number of pages288
  • Rating

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