SELLING TRANSFORMED: DEVELOP THE SALES VALUES WHICH DELIVER COMPETITIVE ADVANTAGE
Book ID/图书代码： 07682020C00063
English Summary/英文概要： For years, sales people have struggled with cliched views of how they sell, while at the same time customers have become more sophisticated and discerning, stopping off at different or unconventional places in the sales funnel. The result is that the technique of sales people controlling the sales conversation and learning how to influence the customer no longer works. Selling Transformed introduces the new world of selling, and addresses the reasons why sales people are so poorly perceived.
Selling Transformed provides fresh, tangible ideas on how to develop better sales practices. Focusing as much on the customers as on the sellers, it explains key theories of selling effectively and introduces four proven strategies that are based on the values customers look for in sales people: authenticity, client-centricity, proactive creativity and being tactfully audacious. Explaining what customers look for in sales people, and advising on how to develop and deliver these values, this is a new type of sales manual guaranteed to improve sales performance.
Chinese Summary/中文概要： 多年来，销售人员一直在为他们如何销售的陈词滥调而挣扎，而与此同时，客户也变得更加老练和挑剔，在销售漏斗中停在不同或非常规的地方。其结果是，销售人员控制销售对话和学习如何影响客户的技巧不再奏效。《转变销售方式》介绍了销售的新世界，并解释了为什么销售人员被认为是如此之差的原因。
《转变销售方式》为如何开发更好的销售实践提供了新鲜、切实的想法。重点是尽可能多的是客户对卖方，它解释了关键理论的有效销售，并介绍了四个验证策略，是基于价值观的客户寻找销售人员：真实性，客户为中心，积极的创造性和机智大胆。解释客户在销售人员中寻找什么，并建议如何发展和传递这些价值观，这是一种新型的销售手册，保证提高销售业绩。（WYL)
Awards/获奖情况：“澄清并提醒我们有效销售所必需的人性基础和价值观——无论现在还是将来。”——弗兰克•赛斯佩德斯，哈佛商学院高级讲师，《销售管理》一书作者那工作
“这本权威手册适合那些真正相信销售是一个值得投资一生的职业的人。”——西蒙•戴尔，Adobe东南亚董事总经理
如果你想成为一名专业销售人员，这本书是一本必读的书，理论、实践和工具结合在一起。(荷兰SAP公司首席商务官)
"Clarifies and reminds us of the human basics and values essential to effective selling - then, now and in the future." ― Frank Cespedes, Senior Lecturer, Harvard Business School, and author of Sales Management That Works
"The definitive handbook for people who truly believe that sales is a profession worth investing a lifetime in." ― Simon Dale, Managing Director, South East Asia, Adobe
"If your ambition is to improve as a sales professional, this is a must-read book, with theory, practice and tools combined." ― Monic van Aarle, Chief Commercial Officer, SAP Nederland BV
About the Author/作者介绍： 菲利普•斯奎尔博士是销售咨询公司康萨利亚的首席执行官。他在英国萨里工作了20多年，为苹果、AT&T、福特、赫兹、惠普、倍耐力、皇家加勒比、SAP和苏黎世金融服务等品牌提供销售咨询教育服务和培训。他是英国开拓者大学学徒销售学位的主题专家，也是《国际销售转型杂志》的创始人之一。
Dr Philip Squire is CEO of Consalia, a sales consulting group. Based in Surrey, UK, he has for over 20 years provided sales consulting education services and training to brands including Apple, AT&T, Ford, Hertz, HP, Pirelli, Royal Caribbean, SAP and Zurich Financial Services. He is a subject matter expert for the UK Trail Blazer undergraduate apprenticeship sales degrees and is co-founder of the International Journal of Sales Transformation.
Format:HARDCOVER
Rights Status/版权销售情况：Simplified Chinese/简体中文：AVAILABLE
Complex/Traditional Chinese/繁体中文：AVAILABLE
Sales in other countries/其他国家销售情况：
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