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.