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Align your selling methods with their buying habits for a win-win relationship!
“The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer-centric approach.”
—Al Ries, bestselling coauthor, War in the Boardroom
With the proliferation of social networking and other online platforms, you are no longer in control of customers’ perceptions of your products or services. Only by focusing on buyer behavior can you keep your competitive edge fresh and sharp.
Rethinking the Sales Cycle reveals how buyer behavior has changed and explains why traditional sales approaches don’t work. You’ll gain critical insight into:
With Rethinking the Sales Cycle, you will enjoy not only increased sales but, more important, provide superior buying experiences—the foundation of a healthy, lasting seller-buyer relationship.
John R. Holland is cofounder and principal of CustomerCentric Selling®. His articles have been published in Sales and Marketing Executive Report, Selling Power, and American Salesman.
Tim Young is CEO of CustomerCentric Selling®. Earlier in his career, he served as president of Harte-Hanks Marketing Services before founding TECHMAR Communications, which became one of the fastest-growing private companies in America.
Thoughtful well thought out approach to sales in today's modern environment of the internet, email and social media.Published 4 months ago by Robin Harnett
This is one of the best current books to describe the customer's buying cycle and decisions made. A must read for sales people.Published 9 months ago by W. Hart