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Human to Human Selling


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Table of Contents

About the Author

Part One: Redefining the Customer Relationship: From Adversarial to Human
Chapter 1: A Brief History of Customer Relationships
Chapter 2: Selling to Humans: The Five Stages of Relationship Development

Part Two: Human-to-Human Selling: Getting Involved
Chapter 3: Follow the Buying Cycle
Chapter 4: Phase One: Awareness
Chapter 5: A-SALE and a Story
Chapter 6: Phase Two: Assessment
Chapter 7: Phase Three: Apprehension
Chapter 8: Phase Four: Action
Chapter 9: Phase Five: Adoption

Part Three: The Human-to-Human Enterprise: Growing Up
Chapter 10: The Human-to-Human Enterprise Lifecycle: The Five Stages of Company Development
Chapter 11: The Winners' Quadrant
Chapter 12: The Way Forward

About the Author

Adrian Davis is a business strategist and trusted advisor for chief executives and business owners who has been studying sales methodology for over twenty years. He has an in-depth understanding of what it takes to drive sales performance and has critical insights to share with business leaders to help them get more sales, faster, with better customers. As president and CEO of management consulting firm Whetstone Inc., he has worked with organizations such as AOL, The Globe & Mail, KPMG, Sonova, Stantec, Motorola, Dupont, Aviva, School Specialty, and PricewaterhouseCoopers. His talented team has developed a reputation for leading organizations to innovative and practical solutions that enhance customer value and dramatically increase sales and profitability. Adrian is a certified professional in Business Process Management (P.BPM) and a certified Competitive Intelligence Professional (CIP). A thought-provoking and inspirational speaker, he is frequently called upon to address senior management teams and sales groups on corporate strategy, competitive advantage, and sales performance.


"Few things are more important than recognizing the value that customers create for your company. Of course, they create the most value for you when you create the most value for them. Simple, but it's shocking how many companies are busy marketing and selling-and forget this simple truth. Adrian Davis has laid out a plan designed to help novice and experienced salespeople, and the executives who manage them, grow their own companies by helping their customers succeed. More than just inspiration, this book provides sound approaches, memorable thinking, and practical checklists for closing deals that work for both buyer and seller. You need this book on your bookshelf, and in your head every time you work with a customer."

-- Don Peppers and Martha Rogers, Ph.D., Founders of Peppers & Rogers Group, Co-authors of Extreme Trust: Honesty as a Competitive Advantage and a series of bestselling books on customer relationships and customer value

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