East Baton Rouge Parish Library

Smarter selling, how to grow sales by building trusted relationships, Keith Dugdale & David Lambert

eng

Includes bibliographical references and index

illustrations

index present

non fiction

Smarter selling

dictionaries

1781718928

Keith Dugdale & David Lambert

how to grow sales by building trusted relationships

Learn what works and what doesn't work in selling today. The authors illustrate how to meet buyer's needs and increase sales numbers

Cover -- Contents -- Acknowledgements -- About The Authors -- Foreword -- Preface To The Second Edition -- Introduction -- 1 Ioweu -- Next Generation Sales Strategies -- Selling Today -- Next-Generation Sales Strategies -- Relationship Capital -- The Ioweu Sales Journey -- Customer, Client Or Account -- 2 How Your Buyers Really See You -- Why You Need To Know How Your Buyers See You -- Who You Are -- The Octagon Behavioural Assessment -- What Are You Going To Do Next? -- Finding Out What Other People Really Think -- Patterns and Research -- 3 Understanding and Changing Your Relationships -- Types Of Relationship -- The Components Of Trust -- Knowing Where You Are With A Relationship -- How To Change Your Relationships -- Helping Buyers' Internal Relationships -- A Matrix Of Relationships -- 4 Understanding and Adapting To Buyers -- Different Organisational Approaches To Buying -- Buyer Types and Their Influence -- Roles -- Personal Preferences -- 5 Building Rapport and Trust -- The I We U Approach -- Control and Structure -- Personal Power -- I We U -- 6 Uncovering Real Value -- Introducing Shape -- Surface (Challenges -- Current State) -- Hunt (For Challenges) -- Adjust (To Change Direction) -- Paint (For Positive Future Outcomes) -- Engage (Move To Action) -- Shape Summary -- An Easier Shape -- Common Areas For Questioning: Focus-5 -- Value Sheets -- 7 Moving To A Higher Level Of Conversation -- Different Levels Of Conversation -- Getting From Level 1 To Level 4 -- Spicy Questions -- Facts and Feelings -- 8 Cementing Credibility and Trust With Your Buyers -- Confirming and Clarifying -- Cc Notes -- No Proposals -- The Draft Work-Plan -- The Great Price Lie -- 9Presenting Your Ideas For Positive Impact -- Audience -- Structure -- Proof and Storytelling -- Delivery -- Q & A -- Visuals -- 10 Getting Smarter: Putting Ioweu To Work11 Summary Of Key Messages -- Additional Resources -- Your Octagon Behavioural Assessment -- Your Octagon Action Plan -- Buyer Feedback Tool -- Recognising Shape Questions -- Blank Planning Sheets -- Notes -- Index

How to grow sales by building trusted relationships