Autor: Calvert Deb, Kouzes James M., Posner Barry Z.

Ean: 9781119446286

Isbn: 9781119446286

Wydawca: Wiley

Oprawa: twarda z obwolutą

Ilość stron: 214

Wymiary: 16.0x23.0cm

In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them — and more likely to buy from them.In Stop Selling & Start Leading, you’ll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mindset, and in the sales role itself, is the key to boosting your overall sales effectiveness.• Inspire, challenge, and enable buyers• Change your behavior to build trust and increase sales• Step into your leadership potential• See yourself the way your buyers do• Feel good about selling againWhen you’re aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.