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Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage Hardcover – January 4, 2010
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From the Back Cover
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:
- The unprecedented power customers wield for building―or killing―your business
- The psychology of buyers and how it changes throughout the buying process
- Developing an organization-wide strategy that aligns your selling techniques to buyer behavior
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.
About the Author
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.
Top customer reviews
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Pretty early in the book, the case study buying using social networking helps to stake out the difference between this book and others. The book is up to date and recognises the importance of buyers using social technologies to empower themselves and learn as much if not more than the sales person representing the product or service of interest. The contemporary nature of the book is well supported with a 5 stage B2B buying experience which the salesperson must comprehend to be successful in today''s global marketplace. If one only reads the chapter "Traditional Selling Conflicts with New Buying" the cost of the book would have paid for itself many times over.Overall, reading the book, the reward is a gem not only in learning (e.g. Lovaglia's law) but the humour does not go unnoticed (e.g. "training produces wind up toys"). The authors have taken a staid approach to the teaching of sales process and turned the method inside out by taking the buyer perspective and very strong consideration of the changes online social networking has wrought upon the salesperson.