SKU: 50401239200

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

Sale price$42.08 Regular price$46.75
Save 10%

Pay in installments of $11.69 with ShopPay, AfterPay and Klarna

Shipping Estimate
USA
  • USA
  • CAN

Ships within 48 hours · Estimated delivery Jul 19 - Jul 24

Promo Codes Available:

For Your Every Summer RSVP, with Code: SUMMER15

Description

Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive AdvantageAlign your selling methods with their buying 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 new rules 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 leading sales training firms, has dramatically changed how selling is viewed

Align your selling methods with their buying 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 new rules 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 leading sales training firms, has dramatically changed how selling is viewed--from simply promoting a product to empowering customers to achieve goals or solve problems through the use of offerings.

Today, buyers don't want salespeople telling them what they want or need; they've already gone online and informed themselves--which makes the job of selling more difficult than ever.

So how do you reestablish the relevance you previously took for granted? How, in the world of Web 2.0, can you develop long-term relationships with customers and maintain your competitive advantage? You must stop focusing squarely on the selling cycle--and pay closer attention to the buying cycle. In other words, learn how customers want to buy and align your selling techniques accordingly.

In Rethinking the Sales Cycle, two leaders from CustomerCentric Selling provide the latest research into the buying cycle. They present a step-by-step model that helps you seize market share and hold it by understanding the five stages of the buying cycle. Learn how to:

  • Interpret buying behavior at different stages
  • Assess your competitive position based upon buyer behavior
  • Read the impetus behind a buyer objection
  • Merge your selling process with a buyer's buying process
  • Take a committee through a buying cycle to maximize the chance of consensus at the end

When it comes to the buying cycle, today's customers want control. You can give it to them when you have a selling strategy aligned with their behavior. It's the best and perhaps only way to succeed in today's ultra-competitive world.

Rethinking the Sales Cycle gives you unprecedented insight into the mindset, emotions, and behaviors of buyers. Armed with this information, you will find the solutions you need to lead your organization to new heights of success.



Binding Type: Hardcover
Publisher: McGraw-Hill Education
Published: 01/01/2010
ISBN: 9780071637992
Pages: 236
Weight: 1.09lbs
Size: 9.26h x 6.62w x 0.91d
Shipping Notes
  • Free Standard Shipping on $100+ Orders to the USA.
  • Except Preorder products are shipped in 48 hours.
  • Delivery to the USA:
  1. Standard Shipping : 3-10 business days
  • If time is of the essence, please consider selecting expedited delivery for faster service.
Exchange/Return Notes
  • We offer a 30-day return/exchange service after receiving.
  • Final sale items are not eligible for returns or exchanges.
  • To process your return/exchange, please contact us at [email protected]
  • Please click here for more details>>> Return & Exchange Policy
SKU: 50401239200

Discover Niche Categories That Outsell

Top-Converting Item to Boost Your Average Order

4.2 ★★★★★
Based on 21 reviews
Sort
Highest Rating
Newest First
Oldest First
Product Reviews
R
Verified Purchase
Ryan
Alexandria, US
★★★★★ 1
One Star
Format: Paperback
Exactly the same as the free PDF I downloaded online for my student, only this costs $26 plus tax.
WAS THIS REVIEW HELPFUL?YesReportShare
Reviewed in the United States on April 3, 2017
A
Verified Purchase
Andres Hoyos
Draper, US
★★★★★ 5
Excellent customer service
Format: Paperback
Totally recommendable.
WAS THIS REVIEW HELPFUL?YesReportShare
Reviewed in the United States on August 26, 2019
A
Verified Purchase
Amazon Customer
Bozeman, US
★★★★★ 5
Five Stars
Format: Paperback
This helped a lot for us to prepare for the SLATE exam.
WAS THIS REVIEW HELPFUL?YesReportShare
Reviewed in the United States on August 23, 2016
A
Verified Purchase
Amazon Customer
Chelsea, US
★★★★★ 5
Good
Format: Paperback
This is great! I like this one.
WAS THIS REVIEW HELPFUL?YesReportShare
Reviewed in the United States on June 22, 2016
N
Verified Purchase
Ng Meowster
Fort Morgan, US
★★★★★ 2
Good to have if you've never seen the iTEP exam, but don't rely on it to boost your scores
Format: Paperback
This book is good in that it comes with two practice tests: one in the beginning of the book, one in the end of the book. The grading rubric is helpful too. However, the actual guide part of the book, doesn't help too much with how to improve test scores. What I like least about this guide is that it won't tell you which questions you answered incorrectly on the practice exams. A good test prep guide will tell you what you answered incorrectly, and will tell you what logic to follow to get to the correct answer. In the reading passages, it would be nice to know where I can find evidence to justify the "correct" answer. In the grammar section, it would be nice to know which rule I'm violating. Any test guide should always come with some testing strategies. I.E. If this question is taking up too much time, skip it and go to the next one. This guide lacks simple strategies like that. Simple strategies like that could be useful when incorporated into this guide because there are certain sections on the exam that you can go back to previous questions, but some sections where the "back" button is disabled. Overall, if you've never seen an iTEP exam before, this book is certainly helpful in that it will give you an idea of what you will be testing for. However, this book alone won't help you achieve a score of 6. The table of contents itself will tell you there are only 86 pages of actual content covering test material. That's not enough to cover how to excel in the exam.
WAS THIS REVIEW HELPFUL?YesReportShare
Reviewed in the United States on January 27, 2015

recommand products