Learn how to develop the values proven to boost sales performance, to ensure customers choose you over the competition in today's crowded marketplace.
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.
eBook - ePub
Selling Transformed
Develop the Sales Values which Deliver Competitive Advantage
- English
- ePUB (mobile friendly)
- Available on iOS & Android
eBook - ePub
About this book
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Index
Figures and tables are indicated by page numbers in italics
academic research in sales 45–48
adaptive selling (ADAPTS) model 45, 47
adhocracy 30, 178
Adobe 31
The Age of Discontinuity (Drucker, 1969) 26
agile organizations 30, 31
agile thinking, case study 173–178
Airbus 215
Aleppo, Syria, selling approach in the markets 17–22
Amazon 165
ambiguity, ability to work with 196
Anglo American 103
Apple iPhone 31
Applebaum, B 213
appreciative inquiry (AI) theory 202–03
arrogance 68, 69, 235
Asos 30
Association of Professional Sales (APS), UK 14, 123, 224, 225
authenticity 75–76, 111–23, 236
assessing your lived values 114–17
awareness of your authentic self 114–17
code of ethics for sales people 122–23
critical reflection 117–22
cross-cultural acceptance 111
definition of 111
explore your personal values and mindsets 115–16
people’s reliance on intuition to make decisions 112–14
stress caused by conflicts with personal values 123
workplace values and mindsets 117
autobiographical listening 44
Babylon (healthcare technology business) 31
Bag the Elephant (Kaplan, 2005) 52–53
banking crisis (2008) 2, 213, 214
bartering skills 21–22
Belt and Road Initiative (China) 2, 8
Bezos, Jeff 165
Birkinshaw, Julian 23–36, 113, 178
BlackRock 211–12
boohoo 30, 151–55
books on selling 48–57
Branson, Richard 165–66
British Airways 165
Burke, Chris 40, 178–79
business assets, capitalization of sales relationships 216–22
business-to-business sales, as a profession 14–15
Buyer Approved Selling (Schell, 2003) 54, 54
buyers’ era 2
buying cycle
importance of values 94–95
point of engagement with salespeople 94–95
Camp, Garrett 165
Capellas, Michael 82, 85
capitalism, implications of future developments for sales 213–16
capitalization of sales relationships 216–22
case studies
challenge for a newly-appointed sales director 200–04
client-centric cultural transformation...
Table of contents
- About the author
- Foreword
- Acknowledgements
- Introduction
- 01 How history informs current sales practice
- 02 Sales psychology and the pressure of time
- 03 Changing sources of competitive advantage require a new selling paradigm
- 04 A new paradigm of selling based on values: the research journey
- 05 Values creating a positive or negative selling experience
- 06 Values that are an antecedent to trust
- 07 Principle one: the value of authenticity
- 08 Principle two: the value of client-centricity
- 09 Principle three: the value of proactive creativity
- 10 Principle four: the value of tactful audacity
- 11 Royal Caribbean International case study: turning a potential disaster into an opportunity
- 12 The role of leadership in transforming sales
- 13 Looking to the future
- Appendix
- Index
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Yes, you can access Selling Transformed by Philip Squire in PDF and/or ePUB format, as well as other popular books in Business & Sales. We have over 1.5 million books available in our catalogue for you to explore.