Quick Guide To Insight Sales - Brossura

Ford, Gary R.

Brossura

ISBN 10: 0993973787 ISBN 13: 9780993973789

Casa editrice: Insight Publishers, 2016

Riassunto

If you've read one of our more comprehensive books on Insight Sales and want to have a quick reference that you can use to remind yourself of the overall approach and key skills, we've chopped down the larger book to give you briefer content and an easier way to find what you want to review. Think of this book as the student's notes version – those bits and pieces that a serious reader might have hi-lighted with a yellow marker while reading one of our more comprehensive books on Insight Sales. We briefly review the process of getting ready to buy and what the salesperson must do to help move customers through their reality trough to a state of eagerness and anticipation. Then we present the “GET SMARTER” sales approach as an overview. In subsequent chapters, each of the steps is covered showing the goals and skills for each step. The material in this book is derived from observing the behaviour of a collection of high performance individuals. We've extracted the best practices of each of them and built this highly effective sales model. This approach is not magic but real world selling. This book is intended as a quick reference to remind you of the steps in the whole approach, what you want to accomplish at each step, and the skills you can use to do so. Keep the book close and refer to it whenever you want a quick refresher for what you can do with your own clients to deepen your own success and to enhance the success of your customers. In this quick guide you get the sturdy bones of the Insight Sales approach but you do not get the flesh – the explanations, rationale, examples and underlying values that are covered more comprehensively in each of our other books on Insight Sales.

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Informazioni sull?autore

Gary R. Ford, MBA, PhD After achieving undergraduate and master’s degrees in business administration plus a PhD in Educational Psychology, Gary has had a varied career with all work experience leading to his development of sales training programs based on the new Insight Sales approach. He worked as a lecturer in a business program at the University of Alberta. He worked as a registered psychologist doing counseling with individuals, couples, and families, as well as organizational development work with health, social service, legal and educational institutions. Through this work he developed his listening skills and expanded his understanding of change processes and systems theory. Seeking practical experience in effective development of his own organization, he then made a radical career choice and operated a retail and corporate sales organization for 20 years, after which he entered his first retirement. Unable to sit still for long, he then worked as a Dean of Business with a start-up Canadian university for five years. Following the death of his spouse of 43 years, he retired again; and used his time to write and develop training materials on Insight Sales and Getting The S.P.I.C.E3. Gary knew that the work done to observe then define the practices of the best salespeople was important. He has spent considerable time working to write the Insight Sales books and prepare training materials so that more salespeople can learn the Insight Sales approach. Our customers deserve nothing less.

Dettagli dell'edizione

• Editore: Insight Publishers
• Data di pubblicazione: 2016
• Lingua: Inglese
• ISBN 10: 0993973787
• ISBN 13: 9780993973789
• Rilegatura: Copertina flessibile
• Numero di pagine: 150
• Contatto del produttore: non disponibile
• Persona responsabile: non disponibile