Collaborative Selling: How to Gain the Competitive Advantage in Sales

Collaborative Selling: How to Gain the Competitive Advantage in Sales

by Tony Alessandra, Rick Barrera

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Product Details

ISBN-13: 9780471596653
Publisher: Wiley
Publication date: 10/04/1993
Pages: 256
Product dimensions: 5.91(w) x 9.00(h) x 0.67(d)

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.

Index.

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