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Editorial Reviews
Review
" …powerful and illuminating…based on solid research that truly reflects what customers expect from salespeople today." -- Gerhard Gschwandtner, Publisher & Editorial Director, Selling Power magazine
"...clarifies just how radically the selling function has changed.Read it before your competition does!" -- Larry Wilson, Author; "Stop Selling, Start Partnering"
"...should be required reading for every employee in every company in America from the CEO down." -- Lou Pritchett, VP, Sales (Retired), Procter & Gamble
"...the most practical guide to dealing with the changing customer... Read it or be left in the dust!" -- Lee Iacocca, Founder and CEO, EV Global Motors (former CEO of Chrysler Corp.)
"...will make a genuine and far-reaching contribution to most every reader's thinking and results." -- Ed Satell, "The Selling Advantage"
"An innovative paradigm for the new economy. The rules have changed. The seller needs to assume the role of motivator." -- Doron Kempel, VP Media Group, EMC
"Full of powerful, practical, proven sales methods that will help you to sell more effectively than ever before." -- Brian Tracy, President and CEO, Brian Tracy International, and author, Advanced Selling Strategies and Maximum Achievement
Product Description
Today's customers have more information, power, and choice. Trying to push these empowered customers with dated selling techniques is no longer effective. Gordon’s vision of "motivating your customers to buy" is more than words. He has captured the renaissance of new ideas in a hands on, practical guide.
" …powerful and illuminating…based on solid research that truly reflects what customers expect from salespeople today." -- Gerhard Gschwandtner, Publisher & Editorial Director, Selling Power magazine
"...clarifies just how radically the selling function has changed.Read it before your competition does!" -- Larry Wilson, Author; "Stop Selling, Start Partnering"
"...should be required reading for every employee in every company in America from the CEO down." -- Lou Pritchett, VP, Sales (Retired), Procter & Gamble
"...the most practical guide to dealing with the changing customer... Read it or be left in the dust!" -- Lee Iacocca, Founder and CEO, EV Global Motors (former CEO of Chrysler Corp.)
"...will make a genuine and far-reaching contribution to most every reader's thinking and results." -- Ed Satell, "The Selling Advantage"
"An innovative paradigm for the new economy. The rules have changed. The seller needs to assume the role of motivator." -- Doron Kempel, VP Media Group, EMC
"Full of powerful, practical, proven sales methods that will help you to sell more effectively than ever before." -- Brian Tracy, President and CEO, Brian Tracy International, and author, Advanced Selling Strategies and Maximum Achievement
Product Description
Today's customers have more information, power, and choice. Trying to push these empowered customers with dated selling techniques is no longer effective. Gordon’s vision of "motivating your customers to buy" is more than words. He has captured the renaissance of new ideas in a hands on, practical guide.
Through seven separate research studies on thousands of sales people and buyers, as well over 100 personal interviews with America’s top sales organizations including Microsoft, Coca Cola, Nike, Merrill Lynch, Fidelity, America Online, Yahoo, Disney, IBM., Intel, UPS, Pfizer, Bristol-Myers Squibb, Ford, Sony, Southwest Airlines, PricewaterhouseCoopers, Oracle, Dell, Cisco Systems, MasterCard, Lucent, Xerox, and Marriott, nationally-recognized sales territory trouble-hooter Josh Gordon has identified the 17 motivational approaches essential for success. From Building Trust, Selling a Vision, Selling Value, and Partnering, Gordon guides you every step of the way.
A German language edition of Selling 2.0 has been released in October 2001 by Gabler (Bertelsmann's trade book division).
See all Editorial Reviews
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- Gray Matters: The Workplace Survival Guide by Bob Rosner on page 108, page 120, and page 201
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