Proposition Selling

How to Create Extraordinary Success in Business-to-Business Sales

Business & Finance, Marketing & Sales, Sales & Selling, Management & Leadership, Management
Cover of the book Proposition Selling by Tom Piscitelli, John Sedgwick, BookBaby
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Author: Tom Piscitelli, John Sedgwick ISBN: 9781943164592
Publisher: BookBaby Publication: April 1, 2016
Imprint: BookBaby Language: English
Author: Tom Piscitelli, John Sedgwick
ISBN: 9781943164592
Publisher: BookBaby
Publication: April 1, 2016
Imprint: BookBaby
Language: English
Tom Piscitelli and John Sedgwick have a combined eighty-plus years of experience in business and sales, and if they’ve learned one thing, it’s that you need to know your customer. Proposition Selling is all about how to sell with the customer in mind. It’s about selling where the salesperson begins by analyzing his or her territory to identify the best opportunities for growth. That requires the salesperson to understand each customer individually and find out how each customer wants his business to grow. It requires the salesperson to earn the right to be seen as a business partner in a business-to-business relationship. Join Tom and John as they take you through the proposition selling process. The natural conclusion of this process is to ask for, and expect to get, long-term business commitments. In each chapter, you’ll feel like you’re with them, calling on clients, and learning the ins and outs of the top sales professionals.
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Tom Piscitelli and John Sedgwick have a combined eighty-plus years of experience in business and sales, and if they’ve learned one thing, it’s that you need to know your customer. Proposition Selling is all about how to sell with the customer in mind. It’s about selling where the salesperson begins by analyzing his or her territory to identify the best opportunities for growth. That requires the salesperson to understand each customer individually and find out how each customer wants his business to grow. It requires the salesperson to earn the right to be seen as a business partner in a business-to-business relationship. Join Tom and John as they take you through the proposition selling process. The natural conclusion of this process is to ask for, and expect to get, long-term business commitments. In each chapter, you’ll feel like you’re with them, calling on clients, and learning the ins and outs of the top sales professionals.

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