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Selling for the Long Run: Build Lasting Customer Relationships for Breakthrough Results

Wendy Foegen Reed
4.9/5 (22522 ratings)
Read Now Download Now ⏭ listen AudioBook
Description:  New ways for achieving those timeless sales goals Taking shortcuts to close the sale often works . . . in the short run. Making a quick sale is great for today—but what are you going to do tomorrow? Developing long-term relationships that lead to repeat business and customer loyalty—now  that‘s something to sink your teeth into!  Selling for the Long Run provides the key principles for acquiring and maintaining satisfied, repeat-buying customers—the only sales approach that leads to real success that withstands anything the economy throws your way. Wendy Reed, CEO of the global sales training organization InfoMentis, shows how to re-envision and retool your sales cycle to seize the competitive advantage—and keep it. Outlining a strategic plan that will maximize your chances for success,  Selling for the Long Run provides:  Tangible business practices to create stronger customer relationships Tools for truly collaborating with customers, instead of planning in a vacuum Visuals to help them and their customers understand business issues and their impact to overall goals and objectives. Techniques for analyzing your position compared with your customers‘ other alternatives Tips for gaining clearer visibility into revenue pipelines and forecasts  Table of Contents  Introduction  Part One: The Problem of the Silver Bullet Syndrome  Chapter 1. The Silver Bullet and the Buyer‘s Perspective  Chapter 2. The Gap  Part Two: Determining the Strategy (Without a Silver Bullet)  Chapter 3. Discovery Maps—Understanding Your Buyers Business  Chapter 4. Influence Maps—Understanding the People Who Vote  Chapter 5. Competitive Maps—Understanding the Competitive Landscape  Chapter 6. Using the Maps to Pick Your Strategy  Part Three: Implementing the Strategy  Chapter 7. The Joint Evaluation Plan  Chapter 8. Positioning Your Message to Support the Strategy  Chapter 9. High Yield Questions to Support Your Strategy  Chapter 10. Your Call Plan  Chapter 11. The Overview—Your Game Plan  Part Four: The DeliveryWe have made it easy for you to find a PDF Ebooks without any digging. And by having access to our ebooks online or by storing it on your computer, you have convenient answers with Selling for the Long Run: Build Lasting Customer Relationships for Breakthrough Results. To get started finding Selling for the Long Run: Build Lasting Customer Relationships for Breakthrough Results, you are right to find our website which has a comprehensive collection of manuals listed.
Our library is the biggest of these that have literally hundreds of thousands of different products represented.
Pages
—
Format
PDF, EPUB & Kindle Edition
Publisher
—
Release
—
ISBN
0071752374

Selling for the Long Run: Build Lasting Customer Relationships for Breakthrough Results

Wendy Foegen Reed
4.4/5 (1290744 ratings)
Read Now Download now ⏭ listen AudioBook
Description:   New ways for achieving those timeless sales goals Taking shortcuts to close the sale often works . . . in the short run. Making a quick sale is great for today—but what are you going to do tomorrow? Developing long-term relationships that lead to repeat business and customer loyalty—now  that‘s something to sink your teeth into!  Selling for the Long Run provides the key principles for acquiring and maintaining satisfied, repeat-buying customers—the only sales approach that leads to real success that withstands anything the economy throws your way. Wendy Reed, CEO of the global sales training organization InfoMentis, shows how to re-envision and retool your sales cycle to seize the competitive advantage—and keep it. Outlining a strategic plan that will maximize your chances for success,  Selling for the Long Run provides:  Tangible business practices to create stronger customer relationships Tools for truly collaborating with customers, instead of planning in a vacuum Visuals to help them and their customers understand business issues and their impact to overall goals and objectives. Techniques for analyzing your position compared with your customers‘ other alternatives Tips for gaining clearer visibility into revenue pipelines and forecasts  Table of Contents  Introduction  Part One: The Problem of the Silver Bullet Syndrome  Chapter 1. The Silver Bullet and the Buyer‘s Perspective  Chapter 2. The Gap  Part Two: Determining the Strategy (Without a Silver Bullet)  Chapter 3. Discovery Maps—Understanding Your Buyers Business  Chapter 4. Influence Maps—Understanding the People Who Vote  Chapter 5. Competitive Maps—Understanding the Competitive Landscape  Chapter 6. Using the Maps to Pick Your Strategy  Part Three: Implementing the Strategy  Chapter 7. The Joint Evaluation Plan  Chapter 8. Positioning Your Message to Support the Strategy  Chapter 9. High Yield Questions to Support Your Strategy  Chapter 10. Your Call Plan  Chapter 11. The Overview—Your Game Plan  Part Four: The DeliveryWe have made it easy for you to find a PDF Ebooks without any digging. And by having access to our ebooks online or by storing it on your computer, you have convenient answers with Selling for the Long Run: Build Lasting Customer Relationships for Breakthrough Results. To get started finding Selling for the Long Run: Build Lasting Customer Relationships for Breakthrough Results, you are right to find our website which has a comprehensive collection of manuals listed.
Our library is the biggest of these that have literally hundreds of thousands of different products represented.
Pages
—
Format
PDF, EPUB & Kindle Edition
Publisher
—
Release
—
ISBN
0071752374

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