{"product_id":"9780071637992","title":"Rethinking the Sales Cycle:  How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage","description":"\u003cb\u003eAuthor(s): Young, Tim, Holland, John R.\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\n\n\u003cp\u003e\u003cb\u003eAlign \u003ci\u003eyour\u003c\/i\u003e selling methods with \u003ci\u003etheir\u003c\/i\u003ebuying 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 newrules 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 leadingsales training firms, has dramatically changedhow selling is viewed—from simply promotinga product to empowering customers toachieve goals or solve problems through the useof offerings.\u003c\/p\u003e\u003cp\u003eToday, buyers don’t want salespeople tellingthem what they want or need; they’ve alreadygone online and informed themselves—whichmakes the job of selling more difficult than ever.\u003c\/p\u003e\u003cp\u003eSo how do you reestablish the relevance youpreviously took for granted? How, in the worldof Web 2.0, can you develop long-term relationshipswith customers and maintain yourcompetitive advantage? You must stop focusingsquarely on the selling cycle—and pay closerattention to the buying cycle. In other words,learn how customers want to buy and align yourselling techniques accordingly.\u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eRethinking the Sales Cycle\u003c\/i\u003e, two leaders fromCustomerCentric Selling provide the latestresearch into the buying cycle. They present astep-by-step model that helps you seize marketshare and hold it by understanding the five stagesof the buying cycle. Learn how to:\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eInterpret buying behavior at different stages\u003c\/li\u003e\n\u003cli\u003eAssess your competitive position basedupon 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’sbuying process\u003c\/li\u003e\n\u003cli\u003eTake a committee through a buying cycle tomaximize the chance of consensus at the end\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eWhen it comes to the buying cycle, today’s customerswant control. You can give it to themwhen you have a selling strategy aligned withtheir behavior. It’s the best and perhaps only wayto succeed in today’s ultra-competitive world.\u003c\/p\u003e\u003cp\u003e\u003ci\u003eRethinking the Sales Cycle\u003c\/i\u003e gives you unprecedentedinsight into the mindset, emotions, andbehaviors of buyers. Armed with this information,you will find the solutions you need to leadyour organization to new heights of success.\u003c\/p\u003e\n\n\u003cbr\u003e\u003cbr\u003eReview(s):\u003cbr\u003e\u003cbr\u003e\u003cbr\u003eEAN: 9780071637992\u003cbr\u003e\u003cbr\u003eAge Group:  \u003cbr\u003e\u003cbr\u003eNumber of Pages: 288\u003cbr\u003e\u003cbr\u003eWeight: 513.5 gr\u003cbr\u003e\u003cbr\u003e","brand":"McGraw Hill","offers":[{"title":"Hardback","offer_id":43845746917614,"sku":"9780071637992","price":70.67,"currency_code":"AUD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0630\/9612\/7726\/products\/9780071637992_8f0a3cfd-3123-4db7-aab3-f463e32645a4.jpg?v=1671234722","url":"https:\/\/bookland.com.au\/products\/9780071637992","provider":"Book Land AU","version":"1.0","type":"link"}