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Selling For The Long Run : Build Lasting Customer Relationships for Breakthrough Results - Wendy Foegen Reed

Selling For The Long Run

Build Lasting Customer Relationships for Breakthrough Results

Hardcover Published: 10th November 2010
ISBN: 9780071748551
Number Of Pages: 256

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New ways for achieving those timeless sales goals

Taking shortcuts to close the sale often works . . . in the short run. Making a quick sale is great for today--but what are you going to do tomorrow? Developing long-term relationships that lead to repeat business and customer loyalty--now "that's" something to sink your teeth into

"Selling for the Long Run" provides the key principles for acquiring and maintaining satisfied, repeat-buying customers--the only sales approach that leads to real success that withstands anything the economy throws your way. Wendy Reed, CEO of the global sales training organization InfoMentis, shows how to re-envision and retool your sales cycle to seize the competitive advantage--and keep it.

Outlining a strategic plan that will maximize your chances for success, "Selling for the Long Run" provides: Tangible business practices to create stronger customer relationships Tools for truly collaborating with customers, instead of planning in a vacuum Visuals to help them and their customers understand business issues and their impact to overall goals and objectives. Techniques for analyzing your position compared with your customers' other alternatives Tips for gaining clearer visibility into revenue pipelines and forecasts

Table of Contents

Part One: The Problem of the Silver Bullet Syndrome
Chapter 1. The Silver Bullet and the Buyer's Perspective
Chapter 2. The Gap
Part Two: Determining the Strategy (Without a Silver Bullet)
Chapter 3. Discovery Maps--Understanding Your Buyers Business
Chapter 4. Influence Maps--Understanding the People Who Vote
Chapter 5. Competitive Maps--Understanding the Competitive Landscape
Chapter 6. Using the Maps to Pick Your Strategy
Part Three: Implementing the Strategy
Chapter 7. The Joint Evaluation Plan
Chapter 8. Positioning Your Message to Support the Strategy
Chapter 9. High Yield Questions to Support Your Strategy
Chapter 10. Your Call Plan
Chapter 11. The Overview--Your Game Plan
Part Four: The Delivery

Forewordp. vii
Acknowledgmentsp. ix
Introduction: The Tale of the Chair and the Assp. xi
The Problem of Silver Bullet Syndromep. 1
The Silver Bullet and the Buyer's Perspectivep. 13
The Gap Between Buyers and Sellersp. 31
Determining Your Strategy (Without A Silver Bullet)p. 57
Collaboration Maps: Understanding Your Buyer's Businessp. 61
Influence Maps: Understanding the People Who Votep. 79
Competitive Maps: Understanding the Competitive Landscapep. 97
Using Maps to Pick Your Strategyp. 111
Implementing Strategyp. 125
The Joint Evaluation Planp. 127
Positioning Your Message to Support the Strategyp. 137
High-Yield Questions to Support Your Strategyp. 169
Your Call Planp. 187
The Overview: Your Customer Game Planp. 203
The Deliveryp. 215
Epilogue: The Chair and the Ass, Part Twop. 225
Glossaryp. 229
Indexp. 233
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9780071748551
ISBN-10: 0071748555
Audience: Professional
Format: Hardcover
Language: English
Number Of Pages: 256
Published: 10th November 2010
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 23.0 x 16.0  x 2.0
Weight (kg): 0.51
Edition Number: 1