{"product_id":"9781259642173","title":"Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change","description":"\u003cb\u003eAuthor(s): Schachter, Lou, Cheatham, Rick\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\n\n\u003cp class=\"MsoNormal\" style=\"MARGIN: 0in 0in 0pt\"\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"'\u003e\u003cstrong\u003eA groundbreaking approach to selling in a world demanding change\u003c\/strong\u003e\u003c\/span\u003e\u003c\/p\u003e\u003cp class=\"MsoNormal\" style=\"MARGIN: 0in 0in 0pt\"\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"'\u003e\u003c?xml:namespace prefix = \"o\" ns = \"urn:schemas-microsoft-com:office:office\" \/\u003e\u003cp\u003e \u003c\/p\u003e\u003c\/span\u003e\u003c\/p\u003e\u003cp class=\"MsoNormal\" style=\"MARGIN: 0in 0in 0pt\"\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"'\u003eLeaders, sales managers and professionals have found themselves stuck at a crossroads between the past and the future of selling, and they need a roadmap to help them embrace the challenges they face at such a critical juncture. \u003cp\u003e\u003c\/p\u003e\u003c\/span\u003e\u003c\/p\u003e\u003cp class=\"MsoNormal\" style=\"MARGIN: 0in 0in 0pt\"\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"'\u003e\u003cp\u003e \u003c\/p\u003e\u003c\/span\u003e\u003c\/p\u003e\u003cp class=\"MsoNormal\" style=\"MARGIN: 0in 0in 0pt\"\u003e\u003ci style=\"mso-bidi-font-style: normal\"\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"'\u003eSelling Vision\u003c\/span\u003e\u003c\/i\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"'\u003e is a step-by-step guide to creating and selling change.\u003cspan style=\"mso-spacerun: yes\"\u003e  \u003c\/span\u003eBy implementing new change management strategies into their unique X\u003c\/span\u003e\u003cspan style='FONT-SIZE: 11pt; FONT-FAMILY: \"Times New Roman\",\"serif\"; mso-bidi-font-size: 12.0pt'\u003e→\u003c\/span\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"'\u003eXY\u003c\/span\u003e\u003cspan style='FONT-SIZE: 11pt; FONT-FAMILY: \"Times New Roman\",\"serif\"; mso-bidi-font-size: 12.0pt'\u003e→\u003c\/span\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"'\u003eY selling methodology,\u003cspan style=\"mso-spacerun: yes\"\u003e  \u003c\/span\u003ethe authors:\u003cp\u003e\u003c\/p\u003e\u003c\/span\u003e\u003c\/p\u003e\u003cp class=\"MsoNormal\" style=\"MARGIN: 0in 0in 0pt\"\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"'\u003e\u003cp\u003e \u003c\/p\u003e\u003c\/span\u003e\u003c\/p\u003e\u003cp class=\"MsoListParagraphCxSpFirst\" style=\"MARGIN: 0in 0in 0pt 0.5in; TEXT-INDENT: -0.25in; mso-list: l0 level1 lfo1\"\u003e\u003cspan style=\"FONT-FAMILY: Symbol; COLOR: black; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-themecolor: text1\"\u003e\u003cspan style=\"mso-list: Ignore\"\u003e·\u003cspan style='FONT: 7pt \"Times New Roman\"'\u003e       \u003c\/span\u003e\u003c\/span\u003e\u003c\/span\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"; COLOR: black; mso-themecolor: text1'\u003ePropose a new logic for thinking about and executing major sales transformations \u003cp\u003e\u003c\/p\u003e\u003c\/span\u003e\u003c\/p\u003e\u003cp class=\"MsoListParagraphCxSpMiddle\" style=\"MARGIN: 0in 0in 0pt 0.5in; TEXT-INDENT: -0.25in; mso-list: l0 level1 lfo1\"\u003e\u003cspan style=\"FONT-FAMILY: Symbol; COLOR: black; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-themecolor: text1\"\u003e\u003cspan style=\"mso-list: Ignore\"\u003e·\u003cspan style='FONT: 7pt \"Times New Roman\"'\u003e       \u003c\/span\u003e\u003c\/span\u003e\u003c\/span\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"; COLOR: black; mso-themecolor: text1'\u003eExamine these transformations from the customer’s perspective and how their changing buying patterns suggest a particular way of focusing selling activities \u003cp\u003e\u003c\/p\u003e\u003c\/span\u003e\u003c\/p\u003e\u003cp class=\"MsoListParagraphCxSpMiddle\" style=\"MARGIN: 0in 0in 0pt 0.5in; TEXT-INDENT: -0.25in; mso-list: l0 level1 lfo1\"\u003e\u003cspan style=\"FONT-FAMILY: Symbol; COLOR: black; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-themecolor: text1\"\u003e\u003cspan style=\"mso-list: Ignore\"\u003e·\u003cspan style='FONT: 7pt \"Times New Roman\"'\u003e       \u003c\/span\u003e\u003c\/span\u003e\u003c\/span\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"; COLOR: black; mso-themecolor: text1'\u003eConsider the perspective of salespeople and what they can do to sell change to their customers \u003cp\u003e\u003c\/p\u003e\u003c\/span\u003e\u003c\/p\u003e\u003cp class=\"MsoListParagraphCxSpMiddle\" style=\"MARGIN: 0in 0in 0pt 0.5in; TEXT-INDENT: -0.25in; mso-list: l0 level1 lfo1\"\u003e\u003cspan style=\"FONT-FAMILY: Symbol; COLOR: black; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-themecolor: text1\"\u003e\u003cspan style=\"mso-list: Ignore\"\u003e·\u003cspan style='FONT: 7pt \"Times New Roman\"'\u003e       \u003c\/span\u003e\u003c\/span\u003e\u003c\/span\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"; COLOR: black; mso-themecolor: text1'\u003eLook at how sales leaders and managers can change the way their organizations sell products or services\u003cp\u003e\u003c\/p\u003e\u003c\/span\u003e\u003c\/p\u003e\u003cp class=\"MsoListParagraphCxSpLast\" style=\"MARGIN: 0in 0in 0pt 0.5in; TEXT-INDENT: -0.25in; mso-list: l0 level1 lfo1\"\u003e\u003cspan style=\"FONT-FAMILY: Symbol; COLOR: black; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-themecolor: text1\"\u003e\u003cspan style=\"mso-list: Ignore\"\u003e·\u003cspan style='FONT: 7pt \"Times New Roman\"'\u003e       \u003c\/span\u003e\u003c\/span\u003e\u003c\/span\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"; COLOR: black; mso-themecolor: text1'\u003eHighlight the pivotal moments that determine the success of major change initiatives \u003c\/span\u003e\u003c\/p\u003e\u003cp class=\"MsoListParagraphCxSpLast\" style=\"MARGIN: 0in 0in 0pt 0.5in; TEXT-INDENT: -0.25in; mso-list: l0 level1 lfo1\"\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"; COLOR: black; mso-themecolor: text1'\u003e\u003c\/span\u003e \u003c\/p\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"; COLOR: black; mso-themecolor: text1'\u003e\u003cp class=\"MsoNormal\" style=\"MARGIN: 0in 0in 0pt\"\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"'\u003eBased on their unique X\u003c\/span\u003e\u003cspan style='FONT-SIZE: 11pt; FONT-FAMILY: \"Times New Roman\",\"serif\"; mso-bidi-font-size: 12.0pt'\u003e→\u003c\/span\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"'\u003eXY\u003c\/span\u003e\u003cspan style='FONT-SIZE: 11pt; FONT-FAMILY: \"MS Mincho\"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: \"MS Mincho\"; mso-bidi-font-family: \"Times New Roman\"; mso-ascii-font-family: \"Times New Roman\"; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: \"Times New Roman\"'\u003e→\u003c\/span\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"'\u003eY selling methodology,\u003cspan style=\"COLOR: black; mso-themecolor: text1\"\u003e Schachter and Cheatham provide a proven sales strategy to help any sales leader, manager, or professional. For sales leaders, their approach provides a path for transforming the sales organization. For sales managers, it describes how to inspire change in the behavior of salespeople. And for salespeople, it offers a new way of selling that will have a dramatic impact on their performance. For any business executive, \u003ci style=\"mso-bidi-font-style: normal\"\u003eSelling Vision \u003c\/i\u003eprovides a faster path to driving change.\u003cp\u003e\u003c\/p\u003e\u003c\/span\u003e\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\u003c\/span\u003e\u003cp class=\"MsoNormal\" style=\"MARGIN: 0in 0in 0pt\"\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"; COLOR: black; mso-themecolor: text1'\u003e\u003cp\u003e \u003c\/p\u003e\u003c\/span\u003e\u003c\/p\u003e\u003cp class=\"MsoNormal\" style=\"MARGIN: 0in 0in 0pt\"\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"; COLOR: black; mso-themecolor: text1'\u003eThis book provides immediate actions you can take and experiments you can conduct to find the right direction for future sales efforts at any level of an organization. \u003cp\u003e\u003c\/p\u003e\u003c\/span\u003e\u003c\/p\u003e\u003cp class=\"MsoNormal\" style=\"MARGIN: 0in 0in 0pt\"\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"; COLOR: black; mso-themecolor: text1'\u003e\u003cp\u003e \u003c\/p\u003e\u003c\/span\u003e\u003c\/p\u003e\u003cp class=\"MsoNormal\" style=\"MARGIN: 0in 0in 0pt\"\u003e\u003cspan style='FONT-FAMILY: \"Times New Roman\",\"serif\"; COLOR: black; mso-themecolor: text1'\u003eHow you respond to changing sales dynamics will determine your company’s success, that of your customers, and, to a great extent, your own personal career goals and future.\u003cp\u003e\u003c\/p\u003e\u003c\/span\u003e\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\n\n\u003cbr\u003e\u003cbr\u003eReview(s):\u003cbr\u003e\u003cbr\u003e\u003cbr\u003eEAN: 9781259642173\u003cbr\u003e\u003cbr\u003eAge Group:  \u003cbr\u003e\u003cbr\u003eNumber of Pages: 256\u003cbr\u003e\u003cbr\u003eWeight: 517.1 gr\u003cbr\u003e\u003cbr\u003e","brand":"McGraw Hill","offers":[{"title":"Hardback","offer_id":43845829296366,"sku":"9781259642173","price":58.45,"currency_code":"AUD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0630\/9612\/7726\/products\/9781259642173_54d3229c-7181-4db0-9cf9-a021467e659c.jpg?v=1671238779","url":"https:\/\/bookland.com.au\/products\/9781259642173","provider":"Book Land AU","version":"1.0","type":"link"}