Relevant Selling: Research Proves Customers Value More Than Just Price

by Jaynie L. Smith, Craig Mowrey (Contribution by), Mark Steisel (Contribution by)

Overview

Many companies lament that price pressure has destroyed their margins and market share. Sales people are often convinced that price is their only tiebreaker. Relevant Selling was written by an award-winning Consultant whose research proves otherwise. Topics covered in this book will explain why companies are underperforming, how businesses can stop guessing what their customers want and what it takes to start selling what is relevant to guarantee that failing trends progress in their favor.

Product Details

ISBN-13:	9780615564036
Publisher:	Executive Suite Press, Incorporated
Publication date:	04/01/2012
Pages:	240
Product dimensions:	5.10(w) x 7.60(h) x 1.10(d)

About the Author

Having sold over 40,000 hours consulting to C-Suite Executives for hundreds of businesses, Ms. Smith uncovered the lost discipline of most organizations. She has spent the last 15 years researching and analyzing the causes and developing the solutions. As an internationally sought after and award-winning consultant, Ms. Smith travels extensively to deliver the message of Relevant Selling. She has a masters degree from New York Institute of Technology.

Table of Contents

Acknowledgements vii

Introduction xiii

Chapter 1 Relevant Selling Frees you from Price-Based Negotiation 1

Chapter 2 Relevant Selling Depends on Unbiased Information 28

Chapter 3 Guesswork Undermines Relevant Selling 52

Chapter 4 Relevant Selling Relies on Internal Agreement 73

Chapter 5 Prospects and Customers have Different Hot Buttons 93

Chapter 6 Relevant Selling Defines Differences in Buying Criteria for Each Target Market and Each Level of Customer 125

Chapter 7 Operational Gaps Affect Relevant Selling 149

Chapter 8 Relevant Selling Relies on the Right Investments 166

Chapter 9 Finding Relevance is Easier than you Think 196

Chapter 10 How to Buy the Voice of your Customer 218

Conclusion and that's a Wrap 231

Index 235