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Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage [NOOK Book]

Overview

Align your selling methods with their buying habits for a win-win relationship!



“The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer-centric approach.”

—Al Ries, bestselling coauthor, War in the Boardroom

...
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Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage

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Overview

Align your selling methods with their buying habits for a win-win relationship!



“The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer-centric approach.”

—Al Ries, bestselling coauthor, War in the Boardroom



With the proliferation of social networking and other online platforms, you are no longer in control of customers’ perceptions of your products or services. Only by focusing on buyer behavior can you keep your competitive edge fresh and sharp.



Rethinking the Sales Cycle reveals how buyer behavior has changed and explains why traditional sales approaches don’t work. You’ll gain critical insight into:



  • The unprecedented power customers wield for building—or killing—your business

  • The psychology of buyers and how it changes throughout the buying process

  • Developing an organization-wide strategy that aligns your selling techniques to buyer behavior



With Rethinking the Sales Cycle, you will enjoy not only increased sales but, more important, provide superior buying experiences—the foundation of a healthy, lasting seller-buyer relationship.

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Product Details

  • ISBN-13: 9780071639798
  • Publisher: McGraw-Hill Education
  • Publication date: 12/14/2009
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 288
  • Sales rank: 1,256,222
  • File size: 3 MB

Meet the Author

John R. Holland is cofounder and principal of CustomerCentric Selling®. His articles have been published in Sales and Marketing Executive Report, Selling Power, and American Salesman.



Tim Young is CEO of CustomerCentric Selling®. Earlier in his career, he served as president of Harte-Hanks Marketing Services before founding TECHMAR Communications, which became one of the fastest-growing private companies in America.

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Table of Contents

Introduction



Pt 1 – Recognizing the revolution



1 – Power to the buyer.

2 – How the internet and social networking have empowered buyers and forever changed the sales process.

3 – The sales cycle is dead. Long live the buying cycle.



PT 2 – The 8 Phases of the new buying cycle



4 – Phase 1: Awareness and urgency

5 – Phase 2: Googling options

6 – Phase 3: Social networking reconnaissance

7 – Phase 4: Shortlists and first impressions

8 – Phase 5: Visualizing solutions

9 – Phase 6: Looking under the rug: Blogs, real user reviews and risk

10 – Phase 7: Negotiating and pulling the trigger

11 – Phase 8: Implementation and telling the world



Pt 3 – Fostering a sales culture that facilitates buying

12 – How traditional selling conflicts with the new buying process

13 – People want to buy! Align selling activities that let them.

14 – Getting product marketing right

15 – Managing sales to facilitate the buying process

16 – Magic moments: Creating a great customer experience

17 – Using sales process to achieve a sustainable competitive advantage

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