Buyer-centered selling : how modern sellers engage & collabrate with buyers / Thomas Williams and Thomas Saine
Material type:
TextPublication details: Arizona : Complex Sale Publishing, c2019. Description: xxx, 265 p. : ill. : 23 cmISBN: 9781948974042 ; 9781948974059 ; 9781948974066 Subject(s): Selling | Consumer behavior | Industrial procurementDDC classification: 658.85 WIL
| Item type | Current library | Home library | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
English Lending
|
Villa College Library | Villa College Library | 658.85 WIL (Browse shelf(Opens below)) | Available | 18175 |
CONTENT INCLUDES:
1. The footprints of change: the challenges of buyer-centered selling
2. Get connected: adapt to the customer's buying process
3. The tortoise and the hare: Win with buyer-centered discovery
4. From jekyll to hyde: selling to a buyer's behavioural style
5. Differentiating with value messages that snap, crackle and pop
6. Jewels from the junkyard: resuscitating stalled opportunities
7. Scared straight: selling to the risk averse buyer
8. Cold case files: activating dormant leads & inactive accounts
9. unlocking the executive mindset: selling up
10. Is your cross-selling program driving you crazy?
11. Secrets of closing like a pro
Includes index.
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