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Smarter selling : how to grow sales by building trusted relationships / Keith Dugdale, David Lambert.

By: Contributor(s): Material type: TextTextLanguage: English Publication details: Harlow, England ; New York : Pearson Education, 2011.Edition: Second edition.Description: xxii, 247 pages : illustrations, charts, tables (black and white) ; 22 cm.ISBN:
  • 9780273750444
Other title:
  • How to grow sales by building trusted relationships
Subject(s): LOC classification:
  • HF5438.25 .D85 2011
Contents:
Introduction — 1. IOWEU : next generation sales strategies — 2. How your buyers really see you — 3. Understanding and changing your relationships — 4. Understanding and adapting to buyers — 5. Building rapport and trust — 6. Uncovering real value — 7. Moving to a higher level of conversation — 8. Cementing credibility and trust with your buyers — 9. Presenting your ideas for positive impact — 10. Getting smarter : putting IOWEU to work — 11. Summary of key messages — Additional Resources — Notes — Index.
Courses that have reserved this title:
  • M1CO Marketing: Communication and Client Relationship
Summary: Learn what works and what doesn't work in selling today. The authors illustrate how to meet buyer's needs and increase sales numbers.This book shows readers the smarter way to sell -by building trusted consultative relationships with their customers. Whatever you are selling, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well.
Holdings
Item type Current library Collection Call number Status Date due Barcode
Book TBS Barcelona Core Textbooks HF5438.25 DUG (Browse shelf(Opens below)) Available B03840

Includes bibliographical references and index.

Introduction — 1. IOWEU : next generation sales strategies — 2. How your buyers really see you — 3. Understanding and changing your relationships — 4. Understanding and adapting to buyers — 5. Building rapport and trust — 6. Uncovering real value — 7. Moving to a higher level of conversation — 8. Cementing credibility and trust with your buyers — 9. Presenting your ideas for positive impact — 10. Getting smarter : putting IOWEU to work — 11. Summary of key messages — Additional Resources — Notes — Index.

Learn what works and what doesn't work in selling today. The authors illustrate how to meet buyer's needs and increase sales numbers.This book shows readers the smarter way to sell -by building trusted consultative relationships with their customers. Whatever you are selling, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well.

M1CO Marketing: Communication and Client Relationship

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