If the process of buying and selling makes the world go round, then why does it have such a lousy reputation? Customers are wary of those who come selling, and salespeople have become embarrassed by their roles. Reversing this trend means adopting a new mindset, different processes, and fresh disciplines. In Championship Selling, three of North Americas most respected sales leaders offer a powerful, yet remarkably simple, vision of what it means to sell, as well as innovative techniques and tools for establishing mutually productive relationships with customers. Most selling today is the same as it has always beentransactional. That is, the salesperson tries everything to get a foot in the door, follow their own agenda, close the deal and move on. However, transformational selling focuses on listening to, and working with, the customer to build enduring relationships that are valuable to both parties, and last far beyond the first transaction. Championship Selling portrays sales as a complex, vital, ongoing process, and outlines techniques and exercises to help salespeople, and their companies, evolve from a transactional mentality to a transformational one, for better long-term results.
Book Details:
- Author: Tom Blake
- ISBN: 9780470836750
- Year Published: 2005
- Pages: 264
- BISAC: BUS058000, BUSINESS & ECONOMICS/Sales & Selling / General
About the Book and Topic:
If the process of buying and selling makes the world go round, then why does it have such a lousy reputation? Customers are wary of those who come selling, and salespeople have become embarrassed by their roles. Reversing this trend means adopting a new mindset, different processes, and fresh disciplines. In Championship Selling, three of North Americas most respected sales leaders offer a powerful, yet remarkably simple, vision of what it means to sell, as well as innovative techniques and tools for establishing mutually productive relationships with customers. Most selling today is the same as it has always beentransactional. That is, the salesperson tries everything to get a foot in the door, follow their own agenda, close the deal and move on. However, transformational selling focuses on listening to, and working with, the customer to build enduring relationships that are valuable to both parties, and last far beyond the first transaction. Championship Selling portrays sales as a complex, vital, ongoing process, and outlines techniques and exercises to help salespeople, and their companies, evolve from a transactional mentality to a transformational one, for better long-term results.
Leading-edge selling concepts: New thinking about the sales function, one which has not evolved very much over the years. Three of North Americas most respected sales leaders offer new ways of understanding the sales function, and of engaging the whole company around selling. Appealing message for sales professionals: In an age when many customers are wary of salespeople, and when many salespeople feel adrift and unsupported, this book communicates that sales matters and that salespeople can make a positive difference in the lives and businesses of their customers. A blueprint to follow: Introduces “The Four Ps of Selling,” and provides a roadmap that sales professionals, executives, managers, and trainers can use to develop customer-centric thinking, and to build long-term, mutually productive relationships with your customers. Practical tools: Features numerous examples, as well as self-assessment scorecards, sample action plans, and other practical tools to help readers hone their selling skills, and create succinct, compelling messages tailored to the customer. Author platform: The authors will promote the book to their clients and through consulting and speaking engagements (over 30 engagements and 8,000 people per year), and tap into the international Procter & Gamble alumni network, as well as into current connections at P&G and other firms. firms.
About the Author
Tom Blake, Tom Hodson, and Tony Enrico are leaders of Optimà International, a Fortune 500 training consultancy serving top companies throughout North America, including Cadbury Adams, Bausch & Lomb, Frito-Lay, Heinz and Vincor. They help develop high-performing sales organizations through programs ranging from change management to personal growth and leadership development. Prior to founding OptimÃ, Blake and Hodson enjoyed highly successful careers as sales leaders at Procter & Gamble, where they are still connected through the worldwide P&G alumni association. They are represented by National Speakers Bureau (Global Speakers Agency in the U.S.), reach over 8,000 people annually, and are highly rated by their audiences. Tony Enrico heads up OptimÃâ??s U.S. office in Los Angeles, and was previously with Johnson & Johnson where his expertise in strategic thinking and developing sales teams won him numerous awards over two decades. He has delivered numerous keynote presentations, and trained thousands of people from the boardroom to the frontline.