• ISBN13: 9781841126128
• Binding: Paperback
• Subject: Business Management
• Publisher: Wiley
• Publisher Imprint: Capstone
• Publication Date: April 15, 2004
• Pages: 218
• Original Price: GBP 16.99
• Language: English
• Edition: N/A
• Item Weight: 500 grams
• BISAC Subject(s): Sales & Selling / General

About the Book There are only three outcomes to a potential sales opportunity; either you will win it, lose it or no decision is made. Connective Selling is about understanding how people buy so you can make the right move at the right time in the sales process. Designed for ?big ticket? work, the Connective Selling model is equally applicable in all sales situations. It's about earning respect and trust by knowing your client's business and addressing their problems. It's about solving their issues and helping them succeed. It tells you what to talk about, and when, and how to really hear what your contacts are saying. Ultimately, it's about the importance of building rapport and relationships to win business. SPIN selling has been the dominant technique for the past decade but Connective Selling makes the sales process easier and more sophisticated. The practical ?8 junction? approach will help you sell effectively without the ?hard sell?. Connective Selling is for salespeople who want to win business with techniques that really work.

John Timperley is a Marketing Director with the world's largest professional services firm PricewaterhouseCoopers. He is a regular speaker and presenter, creating and delivering sales, business development and client care programmes for clients and staff. He is author of two previous books, Barefoot on Broken Glass - the five secrets of success in a massively changing business world and Network your way to Success.