Connective Selling: The Secrets of Winning ′Big Ticket′ Sales - Softcover

Timperley, John

Softcover

ISBN 10: 1841126128 ISBN 13: 9781841126128

Publisher: Capstone, 2004

Synopsis

There are only three outcomes to a potential sales opportunity; either you will win it, lose it or no decision is made. Connective Selling is about understanding how people buy so you can make the right move at the right time in the sales process.

Designed for ?big ticket? work, the Connective Selling model is equally applicable in all sales situations. It?s about earning respect and trust by knowing your client?s business and addressing their problems. It?s about solving their issues and helping them succeed. It tells you what to talk about, and when, and how to really hear what your contacts are saying. Ultimately, it?s about the importance of building rapport and relationships to win business.

SPIN selling has been the dominant technique for the past decade but Connective Selling makes the sales process easier and more sophisticated. The practical ?8 junction? approach will help you sell effectively without the ?hard sell?. Connective Selling is for salespeople who want to win business with techniques that really work.

About this title

About the Author

John Timperley is a Marketing Director with the world s largest professional services firm PricewaterhouseCoopers. He is a regular speaker and presenter, creating and delivering sales, business development and client care programmes for clients and staff. He is author of two previous books, Barefoot on Broken Glass the five secrets of success in a massively changing business world and Network your way to Success.

From the Back Cover

Today s corporate decision makers are more sophisticated buyers than ever before. While most love to buy, all hate to be sold to. They are no longer willing to be pushed, pressurised or otherwise badgered into making a decision to buy what you are offering. Indeed, the harder you push, the more likely it is that they will push back and you will end up with nothing.

This book is about understanding how people buy high value services and products. It s about earning respect and trust by knowing your client s business and addressing their problems. It s about solving their issues and helping them succeed, not giving them the hard sell . It tells you what to talk about, and when, and how to really hear what your contacts are saying. Ultimately, it s about the importance of building rapport and relationships to win business.

The book s message is clear if there s little difference between your product or service and that of your competitors, there needs to be a BIG difference in the way you perform in the sales zone .

From the Inside Flap

You are now entering the Sales Zone

There are only three possible outcomes to a potential sales opportunity; either you win the sale, you lose it, or no decision is made. Connective Selling is about understanding how and why people buy so you can make the right move at the right time in the sales process, every time.

Connective Selling is based on the feedback of over 2,000 sales and business development professionals worldwide, and has been thoroughly roadtested within the author s own company, PricewaterhouseCoopers, as well as in other leading professional and advanced service and product producers around the globe. The approach is known as connective selling because it fulfils a combination of their wants and needs and they feel they can trust the person and the organisation that supplies them. Customers are buying a relationship; one in which you will need to prove that you are credible, capable and compatible. Connective Selling lets you do just that.

SPIN selling has been the dominant technique for the past decade, but Connective Selling simplifies the whole process, making it much easier to handle. The practical 8–junction approach will help you sell effectively without the hard sell. Connective Selling is for people who want to win business with techniques that really work.

Edition details

• Publisher: Capstone
• Publication date: 2004
• Language: English
• ISBN 10: 1841126128
• ISBN 13: 9781841126128
• Binding: Paperback
• Number of pages: 212