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Selling, the new norm : dynamic new methods for a competitive and changing world / Drew Stevens.

By: Material type: TextTextSeries: Selling and sales force management collectionPublisher: New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2016Edition: First editionDescription: 1 online resource (170 pages)Content type:
  • text
Media type:
  • computer
Carrier type:
  • online resource
ISBN:
  • 9781606499818
Subject(s): Genre/Form: Additional physical formats: Print version:: No titleDDC classification:
  • 658.85 23
LOC classification:
  • HF5438.25 .S747 2016
Online resources:
Contents:
1. Inescapable change, why it is required? -- 2. The cancellation of old practices -- 3. New methods for selling -- 4. Creating a customer experience -- 5. Networking skills, keys to pipeline success -- 6. The holy grail of referrals -- 7. Wow it's noisy, how to get heard in a rock concert -- 8. Becoming a buyer peer -- 9. Sales tools for today's seller -- Book summary and action steps -- Templates for selling professionals -- Index.
Abstract: Why read another book on selling? Simple. Today's client is more informed, more sophisticated, and has more access to information. Selling professionals today need to be keener to fulfill the needs of the client by offering value, and most important trust. In the increasing age and rage of globalization and the Internet, competition rises. Selling professionals today need to determine better ways to reach the economic decision maker and better articulate their value. Selling the New Norm is such a book. This book will provide the tools and templates required to meet today's sales challenges.
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Includes bibliographical references and index.

1. Inescapable change, why it is required? -- 2. The cancellation of old practices -- 3. New methods for selling -- 4. Creating a customer experience -- 5. Networking skills, keys to pipeline success -- 6. The holy grail of referrals -- 7. Wow it's noisy, how to get heard in a rock concert -- 8. Becoming a buyer peer -- 9. Sales tools for today's seller -- Book summary and action steps -- Templates for selling professionals -- Index.

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Why read another book on selling? Simple. Today's client is more informed, more sophisticated, and has more access to information. Selling professionals today need to be keener to fulfill the needs of the client by offering value, and most important trust. In the increasing age and rage of globalization and the Internet, competition rises. Selling professionals today need to determine better ways to reach the economic decision maker and better articulate their value. Selling the New Norm is such a book. This book will provide the tools and templates required to meet today's sales challenges.

Title from PDF title page (viewed on May 12, 2016).

Electronic reproduction. Ann Arbor, MI : ProQuest, 2016. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries.

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