This book shows readers the smarter way to sell -by building trusted consultative relationships with their customers. Whatever you are selling, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well.
Every now and then, you read a book that turns accepted wisdom on its head and shows a new way. This is one of those books.
Rick Adkinson, CEO, Private Capital, Hong Kong.
"Success in the consultative sale is all about creating customer value from every meeting, but few salespeople know how to do this. This book has many useful and practical ideas to help salespeople improve their value-creating capabilities."
Neil Rackham, best-selling author of SPIN Selling.
The tools covered in this book will help any sales person who wants to make the shift from a traditional to a consultative approach and ultimately towards becoming a trusted advisor.
Charles H. Green. Best selling co-author of The Trusted Advisor
The Smarter Selling approaches really improved our people's ability to engage with clients and spot opportunities to deliver additional value."
Tom Keller, President, Iron Mountain Eastern Europe and Scandinavia
SHOWS YOU THE SMARTER WAY TO SELL: BUILDING TRUSTED, CONSULTATIVE RELATIONSHIPS WITH YOUR CUSTOMERS
Whatever you sell, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well.
Keith Dugdale is the CEO of Inparallel Australasia Pty Ltd, an Australian based specialist in human behaviour in the workplace. Keith worked for many years with business consultants PricewaterhouseCoopers in the UK, China, Singapore, Hong Kong and Australia. David Lambert is the CEO of MenTacTion Limited, a Hong Kong based specialist communications and training consultancy. Previously, David has worked for five years with a specialist corporate communications consultancy in the UK and for eight years with business consultants PricewaterhouseCoopers.