SELLING CHANGE: 101+ SECRETS FOR GROWING SALES BY LEADING CHANGE

Book ID/图书代码： 03235010B38871

English Summary/英文概要： In an era of globalization and internet commoditization, salespeople (and the companies they work for) are in danger of becoming irrelevant. In this Darwinian environment, the traditional approach of selling solutions to problems no longer creates profitable differentiation. To survive, salespeople must become agents of change and help customers achieve their goals rather than simply solve their problems. This new, change-centric approach is the next evolution in selling, enabling companies to develop deeper, more profitable customer relationships and to be more agile and adaptive to changing conditions.

With twenty years of experience, most recently with Microsoft, Brett Clay has developed a complete tool-set for change-centric salespeople and executives, including 101 secrets for growing sales and delivering high value to customers. Readers will understand the five disciplines of change leadership and the secrets of change psychology that will turn them into vital assets for their customers and help them achieve explosive sales growth.

Chinese Summary/中文概要： 在物競天擇的商業環境下，幫助客戶解決問題的傳統銷售手法已經不夠用了─顧客現在期待更多！
不管你是業務員，還是想要爭取合作、拿下訂單的公司，獲得顧客青睞的關鍵在於：現在你還得幫助客戶達成他們的年度銷售目標，而非只是被動解決顧客的問題。
簡單說，你得要想辦法創造出自己的獨特價值。如此，你才有可能與客戶發展更深入、帶來更高獲利價值的顧客關係，並迎接大環境發生變化時所帶來的銷售挑戰。
本書作者克雷擁有二十年的業務經驗，他在本書中提出的「以改變為核心」的銷售手法，將幫助sales和企業有能力幫助客戶創造不同價值。
雖然你不是直接為客戶工作，但卻需要想辦法成為客戶眼中的重要資產，而關鍵就在於:你是否能夠提供他們更多價值。
本書網站: http://sellingchange.com/
(Kate Cheng)

Awards/获奖情况：★ 榮獲今年年度最佳商業好書獎
Named BEST BUSINESS BOOK OF 2010 by Independent Publisher Book Awards
★ 亞馬遜讀者滿分評價

Awards
’Selling Change is the go-to handbook of leadership for this decade.’’---Independent Publisher Book Awards

*Gold Medal Winner--Independent Publisher Book Awards
*Finalist Award Winner--Next Generation Indie Book Awards
*Finalist Award Winner--National Indie Excellence Awards

’’This is the first POSITIVE book about change in a decade . . . at a time when we need it most! Buy it today, and implement it as fast as you can.’’---Jeffrey Gitomer, bestselling author of The Little Red Book of Selling

’’This powerful, practical book shows you how to make more sales, faster and easier than you ever thought possible!’’---Brian Tracy, bestselling author of The Art of Closing the Sale

’’Brett Clay is absolutely right. As salespeople, we must change to stay competitive. Selling Change shows how to compete and win in today’s tough environment.’’---Reno DiBono, sales manager, HP

’’Selling Change contains much-needed, FRESH strategies for providing Real Value to your prospects and customers. When you do this, you’ll experience a deeper relationship with them and will therefore separate yourself from your competition. Implementing his Change Leadership Framework will also make all the difference between GROWING your sales business or just sitting on the sidelines and watching it all go by. Brett’s book is a no-brainer for the 21st Century!’’---Mike Coraluzzi, The EXTREME Business Growth Radio Show
更新得獎訊息如下： The list of awards now looks like this:
Winner, Best Sales Book, USA Book News Winner (Gold Medal), Best Business Book, Independent Publisher Book Awards
Finalist, Best Management and Leadership Book, USA Book News Finalist, Best Business Book, Next Generation Indie Book Awards
Finalist, Best Business Book, Indie Excellence Awards Bronze Medal, Best Book Marketing, Independent Publisher Book Awards
版权已售：Korean

About the Author/作者介绍： 克雷是管理顧問公司Change Leadership Group的執行長，專精於改變領導與企業表現提升。他在國際行銷與行銷管理領域擁有二十年經驗，並是得獎作家、行銷顧問、演說家和銷售訓練講師。他在許多高科技公司擔任過多項職位，包含銷售、業務發展與行銷等。最近任職的公司為微軟。

Format:插图

Rights Status/版权销售情况：Simplified Chinese/简体中文：SOLD

Complex/Traditional Chinese/繁体中文：AVAILABLE(到期可授)

Sales in other countries/其他国家销售情况：

原文第一章内容：暂无

手稿：暂无

大纲：暂无