In this groundbreaking book, the authors outline the principles and techniques of Synergistic Selling, a program that enhances the relationship between seller and buyer. Stressing the roles of collaboration, cooperation, and communication, they examine why listening to clients and making it easy to buy works better than a hard sell.
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Editorial Reviews
Review
"Sales Effectiveness Training" examines the traditional paradigms of selling and explores a new synergistic paradigm, which reflects the changing role of the salesperson in facilitating the buyer's decision-making process. Readers will benefit from the analysis of this process, and the resulting partnerships with customers. -- Debbie Twadell, President, National Society of Sales Training Executives (1993)
This book provides excellent insights into how to win at the game of selling by forming partnerships with customers. Zaiss and Gordon provide a comprehensive look at the current environment and why the 'traditional' sales approach is outdated. This book is a must for successful sales teams of the 1990's and beyond. -- Tom Scott, VP, Sales, Toshiba, Computer Sales Division (1993) --This text refers to an out of print or unavailable edition of this title.
This book provides excellent insights into how to win at the game of selling by forming partnerships with customers. Zaiss and Gordon provide a comprehensive look at the current environment and why the 'traditional' sales approach is outdated. This book is a must for successful sales teams of the 1990's and beyond. -- Tom Scott, VP, Sales, Toshiba, Computer Sales Division (1993) --This text refers to an out of print or unavailable edition of this title.
About the Author
Carl D. Zaiss is a consultant, speaker, and trainer for organizations all over the world. Dr. Thomas Gordon, founder of Gordon Training International, is the recipient of lifetime achievement awards from the American Psychological Foundation (1999) and the California Psychological Association (2000). He is the creator of Leader Effectiveness Training (L.E.T.) and the phenomenally successful Parent Effectiveness Training (P.E.T.).
--This text refers to an out of print or unavailable edition of this title.
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Most Helpful Customer Reviews
14 of 14 people found the following review helpful:
5.0 out of 5 stars
This tops my top 10 list on Best books on Negotiation,
By eric@batna.com (Portola Valley, CA) - See all my reviews
This review is from: Sales Effectiveness Training: The Breakthrough Method to Become Partners with Your Customers (Mass Market Paperback)
Surprise! A sales book tops my list of negotiation resources. But this sales book focuses on the most basic communication strategies which, if mastered, form the basis of any interaction--including negotiation. Sales Effectiveness Training is an offshoot of Gordon's earlier book, Parental Effectiveness Training (PET), itself an invaluable negotiations resource. But I didn't think that even I could convince people to read a parental training manual to improve their negotiation skills. For extra credit, check out PET; it's well written, by Gordon alone; he develops his examples in greater depth than is done in Sales Effectiveness Training. What's exciting about Sales Effectiveness Training is its unique emphasis on skills we'd otherwise overlook. When most people come to me for advice, they want to know what to say, and how to say it. But the most important thing is how you listen, not what you say. This book puts the importance of listening skills -- both as a technique for understanding and as a method of creating rapport in the context of sales effectiveness. Other Batna.com articles will examine these principles in the specific context of negotiations; but the material in Sales Effectiveness Training is highly valuable as is.
6 of 6 people found the following review helpful:
5.0 out of 5 stars
When the client runs the show,
By jlalanne@actualisation.com (Montréal, Québec, Canada) - See all my reviews
This review is from: Sales Effectiveness Training: The Breakthrough Method to Become Partners with Your Customers (Mass Market Paperback)
When in presence of a salesperson I have the impression he/she leads the discussion where he/she wants to go. The main difference with Sales Effectiveness Training is that the client leads: the salesperson acts as a consultant, faciliator to help the client make his/her own decision. That brings trust and make THE difference
5.0 out of 5 stars
A Classic,
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This review is from: Sales Effectiveness Training (Hardcover)
This book is a timeless classic.
It does not mind the business you do, or the department you are in within your company. Sales is a mandatory study wherever you do your work, and in the end, want it or not, you are in sales business. Every person in the business can do one of the following: 1. You can keep doing what you have been doing since now, and believe people are in the win-lose game. 2. You can change your mind and realize selling is not a win-lose game, but an advisory one. In this case, the only resource you need is this book. Absolutely recommended. It's a five-star.
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