Connective Selling

Product Description

There are only three outcomes to a potential sales opportunity; either you will win it, lose it or no decision is made. Connective Selling is about understanding how people buy so you can make the right move at the right time in the sales process.

Designed for ‘big ticket work, the Connective Selling model is equally applicable in all sales situations. Its about earning respect and trust by knowing your clients business and addressing their problems. Its about solving their issues and helping them succeed. It tells you what to talk about, and when, and how to really hear what your contacts are saying. Ultimately, its about the importance of building rapport and relationships to win business.

SPIN selling has been the dominant technique for the past decade but Connective Selling makes the sales process easier and more sophisticated. The practical ‘8 junction approach will help you sell effectively without the ‘hard sell. Connective Selling is for salespeople who want to win business with techniques that really work.
Product Details

* Amazon Sales Rank: #2000908 in Books
* Published on: 2004-08-13
* Original language: English
* Number of items: 1
* Binding: Paperback
* 212 pages

Editorial Reviews

Review
"...looks at why people buy, and explains how to sell to people when there is little to distinguish your service or product from that of your rivals."(Publishing News, 19th March 2004)

"...for people who want to win business with techniques that really work..." (PSMG Magazine, July 04)

“…stuffed with sound practical advice. A rainmaker in itself” (Director, October 2004)

“…should certainly help you achieve the vital first step…” (Reading Chronicle, 2nd December 2004)

"...In a hard and competitive world, there has to be ‘value’ added and this book shows how to stand out from the crowd..." (City to Cities, Issue 31, February - March 2005)

“…a precise map of what to do, how to do it and when…” (Hertfordshire Magazine, Spring 2005)



Review
"...looks at why people buy, and explains how to sell to people when there is little to distinguish your service or product from that of your rivals." (Publishing News, 19th March 2004)

"...for people who want to win business with techniques that really work" (PSMG Magazine, July 04)

“…stuffed with sound practical advice. A rainmaker in itself” (Director, October 2004)

“…should certainly help you achieve the vital first step…” (Reading Chronicle, 2nd December 2004)

"...In a hard and competitive world, there has to be ‘value’ added and this book shows how to stand out from the crowd..." (City to Cities, Issue 31, February - March 2005)

“…a precise map of what to do, how to do it and when…” (Hertfordshire Magazine, Spring 2005)



From the Inside Flap
You are now entering the ‘Sales Zone’…

There are only three possible outcomes to a potential sales opportunity; either you win the sale, you lose it, or no decision is made. Connective Selling is about understanding how and why people buy so you can make the right move at the right time in the sales process, every time.

Connective Selling is based on the feedback of over 2,000 sales and business development professionals worldwide, and has been thoroughly roadtested within the author’s own company, PricewaterhouseCoopers, as well as in other leading professional and advanced service and product producers around the globe. The approach is known as ‘connective selling’ because it fulfils a combination of their wants and needs and they feel they can trust the person and the organisation that supplies them. Customers are buying a relationship; one in which you will need to prove that you are credible, capable and compatible. Connective Selling lets you do just that.

SPIN selling has been the dominant technique for the past decade, but Connective Selling simplifies the whole process, making it much easier to handle. The practical 8-junction approach will help you sell effectively without the hard sell. Connective Selling is for people who want to win business with techniques that really work.