Smarter Selling : How to grow sales by building trusted relationships (Paperback)

This book shows readers the smarter way to sell -by building trusted consultative relationships with their customers. Whatever you are selling, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well. Key Features* The behaviour of sales people and the added personal connection that they can offer is often a rich and overlooked source of differentiation. Smarter Selling focuses on developing attitudes and skills that drive differentiated sales behaviours in order to drive sales success.* The accessible, practical and thoroughly tested sales strategies contained in this book will help readers to build trust with their buyer; to understand what they need and want, and to give it to them in a way that is helping them rather than selling to them.* The strategies are presented as a series of easy-to-learn tools that will help readers drive their sales relationships towards sustainable, trusted partnerships.* This new edition will be completely updated throughout and includes insights on how the global economic crisis has impacted what buyers are looking for, how sales organisations are now changing their entire business models in order to be more relationship oriented and how leading organisations have adopted these methodologies such as Adidas, Morgan Stanley, KPMG, PwC, GHD etc.* Based on work with the authors' clients this book includes actual examples, making it both interesting and authoritative.* Market: The Strategy and Competition market was worth almost £2.5 million in 2009, Pearson Education is the fourth biggest publisher in this market, climbing five places since 2008. About The Author Keith Dugdale is the CEO of Inparallel Australasia Pty Ltd, an Australian based specialist in human behaviour in the workplace. Keith worked for many years with business consultants PricewaterhouseCoopers in the UK, China, Singapore, Hong Kong and Australia. David Lambert is the CEO of MenTacTion Limited, a Hong Kong based specialist communications and training consultancy. Previously, David has worked for five years with a specialist corporate communications consultancy in the UK and for eight years with business consultants PricewaterhouseCoopers.