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

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

by John Timperley
     
 

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

…  See more details below

Overview

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.

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Editorial Reviews

From the Publisher
"...looks at why people buy, and explains how to sell to people when there is little to distinguish your service or product from that of your rivals."(Publishing News, 19th March 2004)

"...for people who want to win business with techniques that really work..." (PSMG Magazine, July 04)

“…stuffed with sound practical advice. A rainmaker in itself” (Director, October 2004)

“…should certainly help you achieve the vital first step…” (Reading Chronicle, 2nd December 2004) 

"...In a hard and competitive world, there has to be ‘value’ added and this book shows how to stand out from the crowd..." (City to Cities, Issue 31, February - March 2005)

“…a precise map of what to do, how to do it and when…” (Hertfordshire Magazine, Spring 2005)

  

Product Details

ISBN-13:
9781841126128
Publisher:
Wiley
Publication date:
12/28/2004
Pages:
212
Product dimensions:
6.14(w) x 9.21(h) x 0.67(d)

Related Subjects

Meet 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.

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