The ultimate sales training system for results-hungry sales pros who want to excel in today’s complex sales arena Collaborative Selling How to Gain the Competitive Advantage in Sales "Quality was the key word for success in the ’80s. Team selling that makes the customer a true partner will be the point of differentiation in the ’90s. Collaborative Selling lays out a clear road map for value-added marketing." Buck Rodgers Former Vice President of Marketing, IBM Corporation Author, The IBM Way "The traditional ‘hard sell’ approach to customers is passé successful selling in the ’90s requires building a partnership with customers. Collaborative Selling tells you how to develop a cooperative, long-term relationship with your customers." Og Mandino Author, The Greatest Salesman in the World "Tony and Rick are masters of win-win communications. Their new book will take you above and beyond the competition." Denis Waitley Author, The New Dynamics of Winning "Collaborative Selling offers a fresh, new look at the art of selling that focuses on solving customers’ problems and meeting your customers’ needs." Dr. Charles Garfield, President The Charles Garfield Group Based on a dynamic new approach proven in sales training programs in some of the nation’s most successful companies, Collaborative Selling supplies a results-driven, six-step communication and problem-solving program that helps you accurately target your market identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both.
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About the Author
DR. TONY ALESSANDRA is the President of Alessandra and Associates, a La Jolla, California-based consulting finn which provides keynote speakers and sales training to such companies as AT&T, General Electric, IBM, and IDS/American Express. He is the coauthor of Non-Manipulative Selling, The Idea-A-Day Guide to Super Selling and Customer Service, and Be Your Own Sales Manager. RICK BARRERA is a certified speaker, sales trainer, and consultant based in La Jolla, California. Rick delivers keynote speeches and workshops to many prominent companies, including Xerox, Intel, Tupperware, Gannett Media, and Glamour magazine. He is the coauthor of the business best-seller Non-Manipulative Selling.
Table of Contents
TARGETING YOUR MARKET.
Demonstrate Your Competitive Advantage.
Identifying and Finding Your Best Customers.
Using Personal Marketing to Generate Leads.
CONTACTING YOUR PROSPECT.
Contacting Prospects with Direct Mail.
Getting an Appointment.
Strategies to Improve Your Relationships with Prospects and Customers.
EXPLORING YOUR CUSTOMER'S NEEDS.
Exploring Needs Effectively by Asking the Right Questions.
Listening Actively to Your Customers.
Exploring Your Customer's Needs and Opportunities.
COLLABORATING WITH YOUR CUSTOMER.
Creating Options to Meet Your Customer's Needs.
Selecting Options with Your Customer.
Proposing Solutions to Customers.
CONFIRMING THE SALE.
Dealing with a Prospect's Rejection of Your Proposal.
Addressing Customer Concerns.
Dealing with Postponement.
ASSURING CUSTOMER SATISFACTION.
Servicing the Customer.
Enhancing the Customer Relationship.
Expanding Business Opportunities.
Wrap-Up: Putting It All Together.