CREATE BETTER, MORE EFFECTIVE CONVERSATIONS IN TODAY'S HYPER-DIGITAL WORLDIn this era of iPads, iPhones, and apps, salescommunications may be growing, but sales conversations are dying--and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits.Salespeople can no longer rely on the traditional sales methodologies. They must change the conversation. A visionary of the consultative sales movement, Linda Richardson has again moved ...
Read More
CREATE BETTER, MORE EFFECTIVE CONVERSATIONS IN TODAY'S HYPER-DIGITAL WORLDIn this era of iPads, iPhones, and apps, salescommunications may be growing, but sales conversations are dying--and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits.Salespeople can no longer rely on the traditional sales methodologies. They must change the conversation. A visionary of the consultative sales movement, Linda Richardson has again moved selling forward by reengineering the sales conversation. Purchasing has become a core competency for clients. They evaluate theiroptions against checklists they carefully develop.Richardson helps you understand what is on their checklists and align your solutions with their business and personal priorities to help you win. Clients today are focused on business outcomes.They are interested in reducing risk. They turn to peers and social networks to self-educate before turning to salespeople. To engage them you must demonstrate that youknow their world and that you are prepared with insights and ideas to add to what they already know. Richardson gives you five clear strategies and tools to help you do just that. You will create and shape opportunities, prepareand probe in an entirely new way, gain client consensus, and use sales process and tools to guide and accelerate closing. You will learn: Futuring to prepare for and anticipate customer needs Heat-mapping to use insights to focus and engage customers Value-tracking to connect your solutions to business outcomes and ROI Phasing to use sales process to forecast accurately and close Linking to reassert heart and trust into your sales conversations Linda Richardson was named Sales Thought Leader for 2013 and this book shows why as she helps you sometimes tweak but more often change how you sell. She builds on your foundation to take your selling to a new elevationand bring your sales results along with it. PRAISE FOR CHANGING THE SALES CONVERSATION "Linda Richardson is in the Sales Hall of Fame. Her new book, Changing the Sales Conversation, is not an option. It's an imperative. When Linda Richardson says it's time to change the sales conversation, you can bet your job, and your wallet, that it's time to change." -- Jeffrey Gitomer, author of The Little Red Book of Selling "The sales game has changed radically in recent years, and there's no going back. Richardson not only gets the big picture about the new world of sales, but she also provides the kind of insidebaseball details new and experienced salespeople can really use. This book stands out in a field bloated with old thinking and tired cliches." -- Daniel H. Pink, author of Drive and To Sell Is Human "This book is beyond a 'must-read' or 'must-have' book. This is a MUST-DO guide. It is a landmark book in which Linda Richardson gives us an updated road map that clearly explains today's AND tomorrow's buying patterns and how to leverage technology, connections, andexceptional expertise to win on the new sales landscape." -- Marc Ramos, Global Lead, Google Enterprise Learning, Google "Linda has created a sales foundation for the profession of selling across all industries. WithChanging the Sales Conversation she has seized on the new emerging trend: the conversation economy. This is the most substantive and authoritative book on conversation management on the market. A must-read for every sales leader and every top performing salesperson." -- Gerhard Gschwandtner, CEO, Selling Power "Linda's new book accomplishes the almost-impossible: providing an easy-to-understand road map for selling in an increasingly complex business world." -- Geoffrey James, author of Business
Read Less
Add this copy of Changing the Sales Conversation: Connect, Collaborate, to cart. $3.30, good condition, Sold by Alibris rated 5.0 out of 5 stars, ships from NV, USA, published 2013 by McGraw-Hill Professional.
Add this copy of Changing the Sales Conversation: Connect, Collaborate, to cart. $3.62, like new condition, Sold by ThriftBooks-Dallas rated 5.0 out of 5 stars, ships from Dallas, TX, UNITED STATES, published 2013 by McGraw-Hill Companies.
Add this copy of Changing the Sales Conversation: Connect, Collaborate, to cart. $3.62, very good condition, Sold by ThriftBooks-Atlanta rated 5.0 out of 5 stars, ships from Austell, GA, UNITED STATES, published 2013 by McGraw-Hill Companies.
Add this copy of Changing the Sales Conversation: Connect, Collaborate, to cart. $3.62, good condition, Sold by ThriftBooks-Reno rated 5.0 out of 5 stars, ships from Reno, NV, UNITED STATES, published 2013 by McGraw-Hill Companies.
Add this copy of Changing the Sales Conversation: Connect, Collaborate, to cart. $3.62, good condition, Sold by ThriftBooks-Baltimore rated 5.0 out of 5 stars, ships from Halethorpe, MD, UNITED STATES, published 2013 by McGraw-Hill Companies.
Add this copy of Changing the Sales Conversation: Connect, Collaborate, to cart. $3.64, good condition, Sold by Goodwill of Colorado rated 5.0 out of 5 stars, ships from COLORADO SPRINGS, CO, UNITED STATES, published 2013 by McGraw-Hill Professional.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
This item is in overall good condition. Covers and dust jackets are intact but may have minor wear including slight curls or bends to corners as well as cosmetic blemishes including stickers. Pages are intact but may have minor highlighting/ writing. Binding is intact; however, spine may have slight wear overall. Digital codes may not be included and have not been tested to be redeemable and/or active. Minor shelf wear overall. Please note that all items are donated goods and are in used condition. Orders shipped Monday through Friday! Your purchase helps put people to work and learn life skills to reach their full potential. Orders shipped Monday through Friday. Your purchase helps put people to work and learn life skills to reach their full potential. Thank you!
Add this copy of Changing the Sales Conversation: Connect, Collaborate, to cart. $20.68, fair condition, Sold by Anybook rated 5.0 out of 5 stars, ships from Lincoln, UNITED KINGDOM, published 2014 by McGraw-Hill Education.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
This is an ex-library book and may have the usual library/used-book markings inside. This book has hardback covers. In fair condition, suitable as a study copy. Dust jacket in fair condition. Please note the Image in this listing is a stock photo and may not match the covers of the actual item, 500grams, ISBN: 9780071823654.
Add this copy of Changing the Sales Conversation: Connect, Collaborate, to cart. $30.39, good condition, Sold by Bonita rated 4.0 out of 5 stars, ships from Santa Clarita, CA, UNITED STATES, published 2014 by McGraw Hill.
