Collaborative Selling: How to Gain the Competitive Advantage in Sales [Paperback]

Rick Barrera (Author), Tony Alessandra Ph.D. (Author)

Book Description

ISBN-10: 1933596449 | ISBN-13: 978-1933596440 | Publication Date: July 27, 2006

Based on a dynamic new approach proven in sales training programs in some of the nation's most successful companies, Collaborative Selling delivers a result-driven, six-step communication and problem-solving program that helps you accurately target your market... identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both. This is just a sampling of the powerful techniques you will learn from this book: Create your competitive advantage statement-page 4 Determine how you stack up against your key competitors-pages 5-6 Who are your best, most profitable customers-pages 9-14 Creative direct mail/email copy-pages 31-35 Learn how to adapt your selling style to all four customer buying styles-pages 56-57 Take the listening skills assessment-pages 74-75 Dealing with acceptance and rejection-pages 125-128 The 1-5-15-30 follow-up schedule-pages 148-149 Expanding your business with current customers-pages 167-170 "Collaborative Selling lays out a clear road map for value-added marketing." - Buck Rodgers, Former Vice President of Marketing, IBM Corporation, Author, The IBM Way "Tony and Rick are masters of win-win communications. Their new book will take you above and beyond the competition." - Denis Waitley, Author, The New Dynamics of Winning "Collaborative Selling offers a fresh, new look at the art of selling that focuses on solving customers' problems and meeting your customers' needs." -Dr. Charles Garfield, President, The Charles Garfield Group

Editorial Reviews

About the Author

Rick Barrera is the president of Rick Barrera and Associates, a consulting company that designs and executes differentiating marketing strategies. An in-demand professional speaker, he is also the coauthor of "Collaborative Selling and Non- Manipulative Selling,"

Tony Alessandra has a streetwise, college-smart perspective on business, having realized success as a former graduate professor of marketing, Internet entrepreneur, business author, and keynote speaker. He is the author of seventeen books, including "Charisma" and "The Platinum Rule".

Product Details

• Paperback: 181 pages
• Publisher: Morgan James Publishing (July 27, 2006)
• Language: English
• ISBN-10: 1933596449
• ISBN-13: 978-1933596440
• Product Dimensions: 8.9 x 5.9 x 0.6 inches
• Shipping Weight: 12 ounces
• Average Customer Review: 3.0 out of 5 stars  See all reviews (1 customer review)
• Amazon Best Sellers Rank: #2,645,898 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

3.0 out of 5 stars Nothing New, July 10, 2009

By 

D. Tran - See all my reviews
(REAL NAME)   

This review is from: Collaborative Selling: How to Gain the Competitive Advantage in Sales (Paperback)

I am a college student and bought this book for my sales management class. It's really easy to read and understand. It does provide good tips.
The reason for the three stars? It is not back my research or anything with credibility. Yes, it's reasonable and one can argue that the methods explained are logical and realistic. That leads to another problem it provides lots of ideas but not practical unless you work really hard with creating a new system to market yourself, but in general it doesn't add much value that can be applicable to your current sales job. A lot of the stuff is kind of common sense and some I doubt they will work --such as advertising yourself and writing articles and books--- seriously who has time to do all that just to create an image of a knowledgeable expert in your field, most salesmen don't have time to do these stuff or their writing skills are not up to par to be a published author. The advices-- most are hard to apply immediately and are limited due to budget and skills. Compared to other good sales books I read, this one lacks credibility, provides common ideas-- nothing new and hard to apply ideas quickly...

So in general, this book flows- easy read- some tips work and are good but most are either too costly or too hard to implement.
If you're a student-- yea read it to learn some new stuff and learn out to create your simple things-- 30 seconds elevator speech and how to present yourself--.
This book is written for current sales people-- beginners will find it helpful and it's easy to understand (everything is explained well and it's well organized).
If you're an expert or had been doing sales for awhile-- hmm, I'd recommend find another book..

Of course, that's just my personal opinion so if the positive points fit what you're looking for--- it's a buy.
I've have been in sales before--knocking on doors to sell att u-verse stuff.