SKU: 50401239200

Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage

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Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive AdvantageAlign your selling methods with their buying habits for a win win relationship "The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer centric approach." Al Ries, bestselling coauthor, War in the Boardroom Since its founding in 2002, CustomerCentric Selling, one of the world's leading sales training firms, has dramatically changed how selling is viewed

Align your selling methods with their buying habits for a win-win relationship

"The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer-centric approach."
--Al Ries, bestselling coauthor, War in the Boardroom

Since its founding in 2002, CustomerCentric Selling, one of the world's leading sales training firms, has dramatically changed how selling is viewed--from simply promoting a product to empowering customers to achieve goals or solve problems through the use of offerings.

Today, buyers don't want salespeople telling them what they want or need; they've already gone online and informed themselves--which makes the job of selling more difficult than ever.

So how do you reestablish the relevance you previously took for granted? How, in the world of Web 2.0, can you develop long-term relationships with customers and maintain your competitive advantage? You must stop focusing squarely on the selling cycle--and pay closer attention to the buying cycle. In other words, learn how customers want to buy and align your selling techniques accordingly.

In Rethinking the Sales Cycle, two leaders from CustomerCentric Selling provide the latest research into the buying cycle. They present a step-by-step model that helps you seize market share and hold it by understanding the five stages of the buying cycle. Learn how to:

  • Interpret buying behavior at different stages
  • Assess your competitive position based upon buyer behavior
  • Read the impetus behind a buyer objection
  • Merge your selling process with a buyer's buying process
  • Take a committee through a buying cycle to maximize the chance of consensus at the end

When it comes to the buying cycle, today's customers want control. You can give it to them when you have a selling strategy aligned with their behavior. It's the best and perhaps only way to succeed in today's ultra-competitive world.

Rethinking the Sales Cycle gives you unprecedented insight into the mindset, emotions, and behaviors of buyers. Armed with this information, you will find the solutions you need to lead your organization to new heights of success.



Binding Type: Hardcover
Publisher: McGraw-Hill Education
Published: 01/01/2010
ISBN: 9780071637992
Pages: 236
Weight: 1.09lbs
Size: 9.26h x 6.62w x 0.91d
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SKU: 50401239200

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Kevin March
Bozeman, US
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Quality No Show Socks That Are Comfortable and Durable
Size: Large, Color: (100) White / White / Black
These Under Armour no show socks are great for everyday training and casual wear. The cotton blend feels comfortable and they stay in place throughout the day. Getting six pairs in a pack is solid value for a quality brand. They hold up well after multiple washes and the no show style works great with most athletic shoes. A reliable go-to sock.
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Hanson
Waukegan, US
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Comfortable
Size: Large, Color: (001) Black / Black / White
I recently picked up a pair of Under Armour socks, and they’ve quickly become my go-to choice for daily wear and workouts. From the first wear, the fit felt snug and supportive without being too tight. The fabric is lightweight yet durable, and it does a great job wicking sweat — keeping my feet dry even during longer runs or intense gym sessions. One of the things I appreciate most is the arch support and cushioning in the right places. It adds just enough padding where I need it, especially under the ball and heel of the foot, which makes a noticeable difference on days when I’m on my feet a lot. The socks also have a nice breathable mesh pattern that improves airflow.
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LOVE THEM!!
Size: Small, Color: (001) Black / Black / Castlerock
LOVE! These socks are so comfortable! I wear a 5 in women's and a 3 in big kid shoes. The small fit me perfectly. I see where some say they run small but I can't say that was an issue for me. They are "snug" but thats what you want with a no show sock. I feel they have support vs the ones i used to buy at Walmart. They are very soft! I am actually buying more today and throwing my other ones in the trash!
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Lucy Mejia
Pawtucket, US
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So will not write down your foot
Size: Medium, Color: (001) Black / Black / Castlerock
I love these socks. They have a little bit of gel on the top of the heel for support in your tennis shoes and so your socks don’t write down. Very good quality.
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