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Rethinking the Sales Cycle

How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage



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Rethinking the Sales Cycle by Tim Young
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Align your selling methods with theirbuying habits for a win-win relationship! "The digital age has dramatically changed the selling profession.John Holland and Tim Young will bring you up to date on their newrules for a customer-centric approach." -Al Ries, bestselling coauthor, War in the Boardroom Since its founding in 2002, CustomerCentric Selling, one of the world's leadingsales training firms, has dramatically changedhow selling is viewed-from simply promotinga product to empowering customers toachieve goals or solve problems through the useof offerings. Today, buyers don't want salespeople tellingthem what they want or need; they've alreadygone online and informed themselves-whichmakes the job of selling more difficult than ever. So how do you reestablish the relevance youpreviously took for granted? How, in the worldof Web 2.0, can you develop long-term relationshipswith customers and maintain yourcompetitive advantage? You must stop focusingsquarely on the selling cycle-and pay closerattention to the buying cycle. In other words,learn how customers want to buy and align yourselling techniques accordingly. In Rethinking the Sales Cycle, two leaders fromCustomerCentric Selling provide the latestresearch into the buying cycle. They present astep-by-step model that helps you seize marketshare and hold it by understanding the five stagesof the buying cycle. Learn how to: Interpret buying behavior at different stages Assess your competitive position basedupon buyer behavior Read the impetus behind a buyer objection Merge your selling process with a buyer'sbuying process Take a committee through a buying cycle tomaximize the chance of consensus at the end When it comes to the buying cycle, today's customerswant control. You can give it to themwhen you have a selling strategy aligned withtheir behavior. It's the best and perhaps only wayto succeed in today's ultra-competitive world. Rethinking the Sales Cycle gives you unprecedentedinsight into the mindset, emotions, andbehaviors of buyers. Armed with this information,you will find the solutions you need to leadyour organization to new heights of success.

Author Biography

John R. Holland is cofounder and principalof CustomerCentric Selling(R). His articleshave been published in Sales and MarketingExecutive Report, Selling Power, and AmericanSalesman. Tim Young is CEO of CustomerCentricSelling(R). Earlier in his career, he served aspresident of Harte-Hanks Marketing Servicesbefore founding TECHMAR Communications,which became one of the fastest-growingprivate companies in America.
Release date Australia
January 1st, 2010
Country of Publication
United States
McGraw-Hill Professional
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