Human to Human Selling
How to Transform Digital-Age Customers Into Business Partners and Friends for Sales Success, Long-Term Profit, and Sheer On-The-Job Enjoyment
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|Format: ||Paperback, 250 pages|
|Published In: ||United States, 01 January 2014|
In our increasingly digitized and fast-paced world, human relationships are often strained--sales relationships even more so. Today's buyers are better informed, more sophisticated, and more transactional. As a result, sales professionals must navigate new challenges as they seek to develop meaningful relationships with these sometimes elusive buyers. In "Human To Human Selling," sales strategist Adrian Davis details how sales professionals and the people who manage them can increase sales performance while developing strategic relationships with their customers. Bringing sales professionals out of the Industrial Age adversarial model of sales into the "Age of Business Reformation," "Human To Human Selling" presents a step-by-step process for building symbiotic relationships with buyers--connections that are both mutually rewarding and emotionally fulfilling and lead to the "right-fit" customer. "Human To Human Selling" -Provides a fresh perspective on sales and customer relationship management -Bridges the gap between sales techniques and corporate strategy, enabling salespeople to sell higher -Provides practical techniques for strategic selling The results will speak for themselves: sales professionals that are a strategic asset to their buyers as well as their employers.
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"
Morgan James Publishing|
15+ years |