{"product_id":"rethinking-the-sales-cycle-how-superior-sellers-embrace-the-buying-cycle-to-achieve-a-sustainable-and-competitive-advantage-9780071637992","title":"Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage","description":"\u003cp\u003e\u003cb\u003eAlign \u003ci\u003eyour\u003c\/i\u003e selling methods with \u003ci\u003etheir\u003c\/i\u003e buying habits for a win-win relationship \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e \u003cb\u003e--Al Ries, bestselling coauthor, \u003ci\u003eWar in the Boardroom\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSince 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.\u003c\/p\u003e \u003cp\u003eToday, 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.\u003c\/p\u003e \u003cp\u003eSo 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.\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eRethinking the Sales Cycle\u003c\/i\u003e, 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: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eInterpret buying behavior at different stages \u003c\/li\u003e\n\u003cli\u003eAssess your competitive position based upon buyer behavior \u003c\/li\u003e\n\u003cli\u003eRead the impetus behind a buyer objection \u003c\/li\u003e\n\u003cli\u003eMerge your selling process with a buyer's buying process \u003c\/li\u003e\n\u003cli\u003eTake a committee through a buying cycle to maximize the chance of consensus at the end\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eWhen 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.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eRethinking the Sales Cycle\u003c\/i\u003e 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.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Tim Young, John Holland\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e McGraw-Hill Companies\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 01\/01\/2010\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 288\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Hardcover\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.09lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.26h x 6.62w x 0.91d\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9780071637992\u003cbr\u003e\u003cp\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eJohn R. Holland\u003c\/b\u003e is cofounder and principal of CustomerCentric Selling(R). His articles have been published in \u003ci\u003eSales and Marketing Executive Report\u003c\/i\u003e, \u003ci\u003eSelling Power\u003c\/i\u003e, and \u003ci\u003eAmerican Salesman\u003c\/i\u003e. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cb\u003eTim Young\u003c\/b\u003e is CEO of CustomerCentric Selling(R). Earlier in his career, he served as president of Harte-Hanks Marketing Services before founding TECHMAR Communications, which became one of the fastest-growing private companies in America.\u003cbr\u003e\u003cp\u003e\u003ci\u003eThis title is not returnable\u003c\/i\u003e\u003cbr\u003e\u003c\/p\u003e","brand":"McGraw-Hill Companies","offers":[{"title":"Hardcover","offer_id":39927150182515,"sku":"9.78E+12","price":44.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0555\/9255\/0515\/products\/img_17eb50e0-4d7a-4af3-b23d-4af85e6728b4.jpg?v=1647522309","url":"https:\/\/bookstorenmore.com\/products\/rethinking-the-sales-cycle-how-superior-sellers-embrace-the-buying-cycle-to-achieve-a-sustainable-and-competitive-advantage-9780071637992","provider":"Bookstore N More","version":"1.0","type":"link"}