COUNTER-INTUITIVE SELLING(反直观营销)|报价￥101.70|图书,进口原版,Business & Investing 经管与理财,Marketing & Sales 营销及销售,
品牌：
基本信息
·出版社：Kaplan Business
·页码：288 页码
·出版日：2007年
·ISBN：9781419593291
·条码：9781419593291
·装帧：精装
内容简介
In today’s highly competitive selling world, changing old habits has never been more important.It’s been said that the definition of insanity is doing the same thing again and again, while expecting different results. Yet, many sales professionals continue to tap into tactics that have been used for many years, anticipating that “this time” they will secure the deal, not because their methods work, but because these methods have become ingrained in their company’s selling culture and processes.In his new book,Counter-Intuitive Selling: Mastering the Art of the Unexpected, Bill Byron Concevitch reveals a secret to sales success in today’s highly competitive sales world – doing the exact opposite of what your competitors are doing and the exact opposite of what clients expect. Concevitch’s unique approach provides specific action steps and techniques that are designed to help you establish new habits that lead to sales-winning behaviors and results.InCounter-Intuitive Selling: Mastering the Art of the Unexpected, you will discover:How to plant the necessarybehavioral change triggersinside yourself that will lead to a new level of success.How tointegrate counter-intuitive thinkingand behavior into whatever sales process, techniques and strategies you and your company practice.How to use theDecision-Maker Rater™to determine if you are really talking to the right individuals with prospects and clients. What really matters in today’s technology-enabled professional selling environment.How to make yourself a valuable member of your client’s or prospect’s team, even before you make the sale.No matter what you may have been told in the past, sales is not a numbers game and business is not lost on price. If you are ready to move beyond the predictable results that traditional selling techniques bring,Counter-Intuitive Selling: Mastering the Art of the Unexpectedwill provide you with a new game plan to increase your success.
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书评
Review
“This book…will help you not only survive, but thrive in today’s new sales world.”—From the Foreword by Rick Page, bestselling author ofHope Is Not A StrategyandMake Winning A Habit“Concevitch does an excellent job of drawing parallels between sales execution and leading a business. Like a CEO, the salesperson is responsible for situational analysis, identifying patterns and opportunities that can impact the landscape, setting strategy, establishing a shared mission, gaining personal and collective commitment, and ensuring optimal execution across multiple constituents. His emphasis on perpetual learning and adjustment is a good lesson for any leader—and a key ingredient for every successful salesperson.”—David Gould, Chairman & CEO, Witness Systems, Inc.“In a ‘flatter’ world, selling changes! The successful salesperson needs to be an extreme learner every day.Counter-Intuitive Sellingprovides a practical guide to the changing field of sales.”—Elliott Masie, CEO, The MASIE Center''s Learning CONSORTIUM“Counter-Intuitive Sellingcomes directly from Bill''s proven track record as a very successful executive. A great summary of wisdom and experience that cannot be found in conventional books on sales and marketing.”—Axel Leblois, Founder, the Wireless Internet InstituteSenior Fellow, United Nations Institute for Training and Research“In a lively and enjoyable style,Counter-Intuitive Sellingexplains how to get the best value out of a sympathetic mentor, and how important it is continuously to challenge received wisdom. All the book’s messages must be commended to all who want to succeed in persuading. Besides, it’s a very good read.”—Sir Michael Bett CBE MA, former Deputy Chairman, BRITISH TELECOM“Bill Byron Concevitch has done an incredible job of forcing us to re-examine tactical sales fundamentals in an effort to reach outside our comfort zone. This book provides succinct ideas that will enable the sales professional to break habitual routines and become more creative. These new techniques are provided in an easy to adopt step-by-step roadmap to higher performance.”—George F. Norton III, Senior Partner, Heidrick & Struggles“Counter-Intuitive Sellingis packed with proven tips and strategies for dealing with buyers in unexpected ways. Bill’s creative acronyms,N.E.R.D., H.E.R.B., H.A.N.K, andG.U.I.D.O.,probably will become standard terminology for many sales organizations, as will this book become standard reading for the most successful sales professionals.”—Bob Kantin, President of SalesProposals.com, co-author ofWhy Johnny Can’t Sell ….and What to Do About It
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