Getting into Your Customer's Head

The most common forms of sales sabotage are stylistic. How we talk with customers can easily undermine our ability to position ourselves to succeed and win business. No one does this intentionally, but the fact remains, if you don’t know how to effectively structure and conduct customer conversations, what you talk

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five

Before you can think of selling anything to anyone, you must first make sure that they are listening to you. But the rule of thumb is that most people are not listening; most people are pre-occupied with their own thoughts, troubles, errands, commitments and the likes. Your objective here is to

There's no one right way to sell. Salespeople get the best results by building on who they already are. This lively and liberating book will teach you to do just that. Strengths Based Selling gives salespeople practical, hands-on advice. It walks them through the sales process and shows them how to use