Collaborative Selling

Overview

Based on a dynamic new approach proven in sales training programs in some of the nation's most successful companies, Collaborative Selling delivers a result-driven, six-step communication and problem-solving program that helps you accurately target your market... identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both. This is just a sampling of the powerful techniques you will learn from this book: Create your...

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Overview

Based on a dynamic new approach proven in sales training programs in some of the nation's most successful companies, Collaborative Selling delivers a result-driven, six-step communication and problem-solving program that helps you accurately target your market... identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both. This is just a sampling of the powerful techniques you will learn from this book: Create your competitive advantage statement-page 4 Determine how you stack up against your key competitors-pages 5-6 Who are your best, most profitable customers-pages 9-14 Creative direct mail/email copy-pages 31-35 Learn how to adapt your selling style to all four customer buying styles-pages 56-57 Take the listening skills assessment-pages 74-75 Dealing with acceptance and rejection-pages 125-128 The 1-5-15-30 follow-up schedule-pages 148-149 Expanding your business with current customers-pages 167-170 "Collaborative Selling lays out a clear road map for value-added marketing." - Buck Rodgers, Former Vice President of Marketing, IBM Corporation, Author, The IBM Way "Tony and Rick are masters of win-win communications. Their new book will take you above and beyond the competition." - Denis Waitley, Author, The New Dynamics of Winning "Collaborative Selling offers a fresh, new look at the art of selling that focuses on solving customers' problems and meeting your customers' needs." -Dr. Charles Garfield, President, The Charles Garfield Group

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Product Details

  • ISBN-13: 9780962516153
  • Publisher: Alessandra & Associates
  • Publication date: 3/1/1993
  • Pages: 256
  • Sales rank: 1,383,291
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.58 (d)

Meet the Author

Rick Barrera is the president of Rick Barrera and Associates, a consulting company that designs and executes differentiating marketing strategies. An in-demand professional speaker, he is also the coauthor of "Collaborative Selling and Non- Manipulative Selling,"

Tony Alessandra has a streetwise, college-smart perspective on business, having realized success as a former graduate professor of marketing, Internet entrepreneur, business author, and keynote speaker. He is the author of seventeen books, including "Charisma" and "The Platinum Rule".

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Table of Contents


Introduction     1
Targeting     1
Your Competitive Advantage     3
Identifying and Finding Your Best Prospects     9
Using Personal Marketing to Generate Leads     17
Contacting     29
Contacting Prospects with Direct Mail     31
Getting an Appointment     39
Relationship Strategies     49
Exploring     59
Exploring Effectively with Questions     61
Active Listening     71
Exploring Needs and Opportunities     91
Collaborating     99
Creating Options     101
Selecting Options     107
Proposing Solutions     113
Confirming     125
Dealing with Acceptance and Rejection     127
Addressing Customer Concerns     133
Dealing with Postponement     141
Assuring     149
Servicing the Customer     151
Enhancing the Customer Relationship     165
Expanding Business Opportunities     171
Wrap Up: Putting It All Together     177
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