Smarter Selling : Next Generation Sales Strategies to Meet Your Buyer's Needs - Every Time

by Lambert, David; Dugdale, Keith

• ISBN13: 9780273712466
• ISBN10: 0273712462
• Format: Paperback
• Copyright: 2007-01-01
• Publisher: Ft Pr

Summary

Everyone sells. Some people sell ideas, some sell services and some sell products. Whatever you sell, this book will help you do it better, and feel better about doing it. Make your customer's day - and make your number, year after year. The old-fashioned hard sell doesn't cut it any more. Learn what works and what doesn't in selling today.

Table of Contents

Acknowledgements	p. xi
About the authors	p. xiii
Introduction	p. xv
I Owe U - next generation sales strategies	p. 1
Selling today	p. 3
Next generation selling	p. 6
The I Owe U sales journey	p. 8
Customer or client	p. 12
How other people really see you	p. 17
Why you need to know how others see you	p. 18
Who you are	p. 19
The Octagon Behavioural Assessment	p. 21
What are you going to do next?	p. 28
Finding out what other people really think	p. 29
Understanding and changing your relationships	p. 32
Types of relationship	p. 33
Knowing where you are with a relationship	p. 42
How to change your relationships	p. 45
A matrix of relationships	p. 53
Understanding and adapting to buyers	p. 57
Different organisational approaches to buying	p. 59
Buyer types and their influence	p. 62
Roles	p. 64
Personal preferences	p. 66
Building rapport and trust - the I Owe U approach	p. 73
Control and structure	p. 74
I Owe U	p. 78
Uncovering real needs	p. 84
Personal power	p. 85
Introducing SHAPE	p. 87
Surface (the facts)	p. 89
Hunt (for challenges)	p. 91
Adjust (to signal direction)	p. 95
Paint (for positive future outcomes)	p. 98
Engage (to move to action)	p. 101
Summary of SHAPE and tools to assist your learning	p. 102
An easier SHAPE	p. 103
Common areas for questioning	p. 104
Spicy Questions	p. 105
Value-Sheets	p. 109
Moving to a higher level	p. 115
Different levels of conversation	p. 116
Getting from level 1 to level 4	p. 119
Cementing credibility and trust	p. 126
Confirming the situation	p. 127
No proposals	p. 134
Proof	p. 138
Presenting your ideas for positive impact	p. 140
Audience	p. 142
Structure	p. 149
Delivery	p. 161
Pulling it all together	p. 168
Q & A	p. 169
Visuals	p. 174
Getting smarter - putting I Owe U to work	p. 178
Summary of key messages	p. 185
Appendices	p. 189
Your Octagon behaviouiral assessment	p. 189
Your Octagon action plan	p. 203
Buyer Feedback Tool	p. 220
Blank planning sheets	p. 222
Recognising SHAPE questions	p. 224
Index	p. 229
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