Counter-Intuitive Selling

ISBN: 9781419593291

出版社: Kaplan

出版年: 2007-1

页数: 288

定价: $ 25.00

装帧: HRD

内容简介

In today’s highly competitive selling world, changing old habits has never been more important. It’s been said that the definition of insanity is doing the same thing again and again, while expecting different results.Yet, many sales professionals continue to tap into tactics that have been used for many years, anticipating that “this time” they will secure the deal, not because their methods work, but because these methods have become ingrained in their company’s selling culture and processes. In his new book, Counter-Intuitive Selling: Mastering the Art of the Unexpected , Bill Byron Concevitch reveals a secret to sales success in today’s highly competitive sales world – doing the exact opposite of what your competitors are doing and the exact opposite of what clients expect.Concevitch’s unique approach provides specific action steps and techniques that are designed to help you establish new habits that lead to sales-winning behaviors and results. In Counter-Intuitive Selling: Mastering the Art of the Unexpected , you will discover: How to plant the necessary behavioral change triggers inside yourself that will lead to a new level of success.How to integrate counter-intuitive thinking and behavior into whatever sales process, techniques and strategies you and your company practice.How to use the Decision-Maker Rater? to determine if you are really talking to the right individuals with prospects and clients. What really matters in today’s technology-enabled professional selling environment.How to make yourself a valuable member of your client’s or prospect’s team, even before you make the sale. No matter what you may have been told in the past, sales is not a numbers game and business is not lost on price.If you are ready to move beyond the predictable results that traditional selling techniques bring, Counter-Intuitive Selling: Mastering the Art of the Unexpected will provide you with a new game plan to increase your success.