Stop Selling, Start Partnering: The New Thinking About Finding and Keeping Customers

Overview

"There's only one Larry Wilson . . . number one when it comes to the art of selling." —Warren Bennis, University Professor and Distinguished Professor of Business Administration University of Southern California

"Stop Selling, Start Partnering will help you take a fresh look at your selling activities whether you are in the boardroom, face to face with customers, or anywhere in between."—Harvey Mackay, Author of Swim with the Sharks

"Regardless of your position within the company, your task in the second half of these unforgiving '90s will be to

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Overview

"There's only one Larry Wilson . . . number one when it comes to the art of selling." —Warren Bennis, University Professor and Distinguished Professor of Business Administration University of Southern California

"Stop Selling, Start Partnering will help you take a fresh look at your selling activities whether you are in the boardroom, face to face with customers, or anywhere in between."—Harvey Mackay, Author of Swim with the Sharks

"Regardless of your position within the company, your task in the second half of these unforgiving '90s will be to help your company learn how to get, how to treat, and how to keep customers. Read Larry's new book and you will be much better prepared to accomplish this mission."—Lou Pritchett, Former VP of Sales and Customer Development, Procter & Gamble

Stop Selling, Start Partnering outlines a fresh approach to finding and keeping customers through powerful, long-lasting partnerships. Drawing on his extensive experience with companies such as Kodak, US West, Saturn, and Baxter Healthcare, Larry Wilson shows managers, executives, and salespeople how to design and nurture "customer-keeping" organizations. Filled with smart advice and practical customer partnering guidelines, Stop Selling, Start Partnering redefines the new success factors for every organization that faces the daily challenge of finding and keeping customers.

Wilson has written a head-turning book on how the sales process has changed and prescribes a new route to sales success. Sales people now have to become partners with their customers. While customer-focused sales center around the transaction (the sale), partnership centers around the relationship.

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Product Details

  • ISBN-13: 9780471147411
  • Publisher: Wiley
  • Publication date: 1/19/1996
  • Edition number: 1
  • Pages: 294
  • Sales rank: 896,348
  • Product dimensions: 8.50 (w) x 5.50 (h) x 0.71 (d)

Meet the Author

LARRY WILSON has been in the training and consulting business for over thirty years. He founded Wilson Learning and started Pecos River Learning Centers in 1982. He is coauthor of two bestselling books, The One Minute Sales Person and Changing the Game: The New Way to Sell.

HERSCH WILSON is a Senior Vice President and Lead Facilitator with Pecos River Learning Centers. Before joining Pecos, he was a freelance writer and also coauthored Changing the Game: The New Way to Sell.

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Table of Contents

PERMANENT WHITE WATER.

"We're Not Going to Just Blow Away." The Death of a Sales Force.

The Customer Has the Gun!

IMAGINING THE FUTURE.

Letting Go of the Trapeze!

Married to the Customer.

The Customer-Keeping Company.

INCREDIBLE RESULTS, MORE EFFECTIVE PEOPLE—THE STRATEGIC ABILITIES OF THE FUTURE.

Playing to Win.

"I Have to Do It Myself, but I Can't Do It Alone." Growing Partnerships.

Driving Business Results.

HOW TO CREATE A PARTNERSHIP.

Discovering Partners.

The Strategic Partnering Process.

Preparing for the Weather.

RESOURCE SECTION.

Tools to Play to Win.

Financial Tools.

References.

Index.

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