Buyer-centered selling : how modern sellers engage & collabrate with buyers / Thomas Williams and Thomas Saine

By: Williams, Thomas | Saine, ThomasMaterial type: Text

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

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Holdings
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

Total holds: 0

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Previous	658.85 THU Exceptional selling : how the best connect and win in high stakes sales /	658.85 WEI Selling	658.85 WEI Selling	658.85 WIL Buyer-centered selling : how modern sellers engage & collabrate with buyers /	658.85 ZIG Secrets of closing the sale /	658.87 BER Retail management	658.87 JOY The online millionaire : strategies for building a web-based empire on eBay and beyond /	Next

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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