The Art of Commercial Conversations: Drive Revenue. Increase Margins. Sell A Difference.

The Art of Commercial Conversations: Drive Revenue. Increase Margins. Sell A Difference.

by Bernadette McClelland

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Overview

This book is different! It provides mainstream how to's and what to do's with a left of field focus on they WHO and WHY. It taps into what REALLY contributes to business success when it comes to revenue generation, day to day leadership and activation of those results that matter the most through modern day commercial selling conversations.

It's an invitation and a wake-up call to begin having commercial conversations that provide a win for everyone - you, your buyer and the greater community as well as providing chapter after chapter of calls to action!

This game changing book will ensure you:

* Understand how to approach your market, own your personal leadership skills and emphasise the value of you in a changing world.

* Discover how to focus in on your conversations even more by leverating your thought leadership skills and deeply defining the value of your offering whilst also remaining compeititive and relevant.

* Accelerate and elvate your outomes by drawing on your sales leadership skills to demonstrate and appreciate teh value you, your solution and your company provide to your market.

Product Details

ISBN-13: 9780987356123
Publisher: Sales Leaders Global P/L
Publication date: 03/20/2019
Pages: 238
Product dimensions: 5.98(w) x 9.02(h) x 0.50(d)

About the Author

Bernadette McClelland first started selling the minute she could talk. Wanting to know 'why?' and asking 'what is it?' she realised good questioning and being bold were two secrets to successfully achieving your outcomes.

From selling stationery sets door to door when she arrived from NZ to Australia as a naive and curious 18 year old to landing million dollar deals for Fortune 500 companies only a few years later, she has the credentials to teach others about the art of commercial conversations, personal leadership and resilience.

When you marry those results with being awarded Best New Speaker for the Victorian Chapter of the NSAA, being the recipient of a Telstra and Powercor award for business excellence, working alongside her longtime mentor as a peak performance coach for Asia Pacific in Tony Robbins, coaching Harvard MBAs on their sales curriculum and now doing what she loves - helping salespeople in the world of B2B, around the world, create conversations that drive value and deliver million dollar results - you know that what you receive will be world class.

You will love her keynotes, trainings and right here - her books. Enjoy your read.

Table of Contents

CONTENTS

Acknowledgements......................................................................13

Preface ....................................................................................... 17

Five Fascinating Words ...............................................................19

I Have a Dream......................................................................... ...31

The Bigger Conversation..............................................................37

The Modern Day Salesperson .....................................................51

A Manifesto For Conscious Sellers ..............................................57

BOOK ONE

POSITION! - The Value of You and Your Personal Leadership

CONVICTION ................................................................. 61

The Art of Rebellion

CONNECT........................................................................ 81

The Art of Mindfulness

CONTACT ...................................................................... 102

The Art of Social

BOOK TWO

THINK! - The Value of Your Offering and Your Thought Leadership

CONTENT...................................................................... 121

The Art of Story

CONSULT ....................................................................... 138

The Art of Tension

CONTEXT ...................................................................... 163

The Art of Meaning

BOOK THREE

SELL! - The Value To Your Market and Your Sales Leadership

CONTRACT ................................................................... 187

The Art of the Ask

CONVERSE .............................................................................. 203

The Art of Conspiracy

CONVERSATION ........................................ ............................. 220

The Art of the Start

The Last Say ..............................................................................233

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