9780814403037 - Consultative Selling

Consultative Selling

  • Auteuretc.
  • UitgeverijAMACOM
  • Jaar-

'Consultative Selling' by etc. is a groundbreaking guide that transforms traditional sales techniques into a more consultative and customer-focused approach. This book, with ISBN 9780814403037, delves deep into the art of understanding customer needs and tailoring solutions that not only meet but exceed expectations. It's a must-read for sales professionals aiming to elevate their selling strategy from transactional to transformational. The author meticulously outlines the steps to build trust, ask the right questions, and present solutions that resonate with the client's unique challenges. With practical examples and actionable advice, this book serves as a comprehensive manual for anyone looking to master the consultative selling method.

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€17.95
ALS NIEUW
Auteur etc.
ISBN 9780814403037
Taal en
Bindwijze Hardcover
Tags sales consultative selling customer focus sales strategy business development

'Consultative Selling' stands out as a seminal work in the sales genre, offering a fresh perspective on how sales should be conducted in today's customer-centric market. The author, etc., excels in breaking down complex concepts into understandable segments, making it accessible for both novices and seasoned professionals. One of the book's strengths is its emphasis on the importance of listening and adapting to the client's needs, a skill often overlooked in traditional sales training. However, some readers might find the techniques require a significant shift in mindset, which could be challenging to implement without proper commitment. Despite this, the book's practical frameworks and real-world applications make it an invaluable resource for those willing to embrace a more consultative approach to sales.

In 'Consultative Selling,' etc. presents a revolutionary approach to sales that prioritizes understanding and solving the customer's problems over pushing products. The book begins by challenging conventional sales tactics, advocating for a method that builds long-term relationships through trust and value. It then guides the reader through the process of identifying customer needs, crafting tailored solutions, and effectively communicating these solutions to ensure buy-in. The latter sections of the book focus on overcoming objections and closing deals in a way that leaves the customer feeling satisfied and respected. Throughout, the author reinforces the idea that successful selling is not about the seller's agenda but about creating win-win scenarios for both parties.