Connective Selling : The Secrets of Winning 'Big Ticket' Sales

Timperley, John

ISBN 10: 1841126128 / ISBN 13: 9781841126128

Published by Wiley & Sons, Incorporated, John, 2004

Former library copy. Pages intact with possible writing/highlighting. Binding strong with minor wear. Dust jackets/supplements may not be included. Includes library markings. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Seller Inventory # 16249295-6

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 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.

Bibliographic Details

Title: Connective Selling : The Secrets of Winning ...
Publisher: Wiley & Sons, Incorporated, John
Publication Date: 2004
Binding: Soft cover
Condition: Very Good