Selling with integrity : reinventing sales through collaboration, respect, and serving /
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| Format: | Book |
| Language: | English |
| Published: |
San Francisco :
Berrett-Koehler Publishers,
1997.
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| Online Access: | http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=41475 |
Table of Contents:
- I.A new relationship-based, solution-focused sales approach. The buyer taught me how to sell
- Bringing your values to work
- The principles of buying facilitation
- Comparing the past, present, and future of sales
- The seller as servant
- II. The components of buying facilitation. The factors in the buying decision process
- How people buy
- Creating a relationship of trust and collaboration
- Supporting the process of discovery
- Formulating the right questions
- Listening skills
- III. Being a buying facilitator. Using buying facilitation: putting the skills together
- Strengthening customer service through buying facilitation
- Case comparisons: buying facilitation, traditional sales, and consultative sales
- Managing salespeople in a buying facilitation environment
- Buying facilitation in action: on-the-phone, face-to-face, and across sales contexts
- Reinventing business by reinventing sales.