Relevant Selling

by Smith, Jaynie L.; Mowrey, Craig (CON); Steisel, Mark (CON)

• ISBN13: 9780615564036
• ISBN10: 0615564038
• Format: Hardcover
• Copyright: 2012-04-01
• Publisher: Executive Suite Pr

Summary

Have you ever said, "We closed that last sale because of our relationship," or "We lost that last sale because of price?" Neither is true. You closed the sale because you convinced the buyer you offered what they most needed. You lost a sale because you didn't convince them - you didn't sell them what was relevant to them. When customers are surveyed in double blind studies, 90% of them tell us price is not the most important buying factor. Or second. Or third. But many companies cave in on price because they have no idea what their customers truly value most. & ; & ; What if there were a very straightforward, scientific way to close more sales without lowering your price? There is! & ; & ; This book will show you the importance of learning which of your competitive advantages are relevant to your customers, to your prospects, to the influencers and decision makers in the buying process, and to your different target markets. We show you how to get that valuable information. Each chapter is loaded with actual case studies and research results that support the findings. & ; & ; You may be leaving profits on the table simply because you don't know what your customers want. Over 90% of the sales people and executives we surveyed guessed wrong when their answers were compared to the customers. Think you know what's relevant to your customers? Think again.& ;