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Smarter Selling: Next Generation Sales Strategies to Meet Your Buyer's Needs - Every Time (Financial Times Series)

Smarter Selling: Next Generation Sales Strategies to Meet Your Buyer's Needs - Every Time (Financial Times Series)

by David Lambert (Author), David Lambert (Author), Keith Dugdale (Author)

  • Used

    Paperback 2007

    $3.19
Synopsis

Make your customer's day - and make your number, year after year.

The old-fashioned hard sell doesn't cut it any more. Learn what works and what doesn't in selling today. Customers want to buy, not be sold to and this requires different skills and techniques from the salesperson. Find out how to develop trusting relationships and genuine rapport with your clients and customers and learn how to scope out and meet their needs, so that you can do successful business in today's new sales environment.

Through the author's unique 'I Owe You' framework, Smarter Selling gives you an immediately applicable method for understanding your own personality and that of the buyers you deal with and demonstrates why it is critical that the first comes before the second. More than that, it provides you with simple tools and approaches tested by leading organisations, to help you build deeper, more trusting and more successful relationships with your buyers so that you outperform the competition every time.

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2 in stock

More Information

Format: Paperback
 Pages: 256
 Edition: 1
 Publisher: Financial Times/ Prentice Hall
Published: 06 Jun 2007
ISBN 10: 0273712462
ISBN 13: 9780273712466

Author Bio

Keith Dugdale is the CEO of Inparallel Australasia Pty Ltd, an Australian based specialist in human behaviour in the workplace. He has been focusing on the sales side of this for the last seven years and has been consulting with individuals, local companies and global organisations.

Keith worked for many years with business consultants PricewaterhouseCoopers in the UK, China, Singapore, Hong Kongand Australia. He held senior positions in people development and business development. Keith is qualified in several personality and behavioural tools.

David Lambert is the CEO of MenTacTion Limited, a Hong Kongbased specialist communications and training consultancy. He began to specialise in communications more than 15 years ago and in the intervening period has consulted for many leading companies, organisations and government bodies helping them improve their internal and external communications.

David worked for five years with a specialist corporate communications consultancy in the UKand for eight years with business consultants PricewaterhouseCoopers, where he held senior positions in business development, marketing and communications and, finally, as head of the Pricewaterhouse Coopers Leadership Academy. David is qualified in a number of personality and behavioural tools.