9780071823654

Changing the Sales Conversation: Connect, Collaborate, and Close

Richardson, Linda

ISBN 10: 0071823654 / 0-07-182365-4
ISBN 13: 9780071823654
Publisher: McGraw-Hill
Publication Date: 2013
Binding: Hardcover
Editorial Reviews:
Synopsis:
CREATE BETTER, MORE EFFECTIVE CONVERSATIONS IN TODAY'S HYPER-DIGITAL WORLD

In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying--and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits. Salespeople can no longer rely on the traditional sales methodologies. They must change the conversation.

A visionary of the consultative sales movement, Linda Richardson has again moved selling forward by reengineering the sales conversation. Purchasing has become a core competency for clients. They evaluate their options against checklists they carefully develop. Richardson helps you understand what is on their checklists and align your solutions with their business and personal priorities to help you win.

Clients today are focused on business outcomes. They are interested in reducing risk. They turn to peers and social networks to self-educate before turning to salespeople. To engage them you must demonstrate that you know their world and that you are prepared with insights and ideas to add to what they already know. Richardson gives you five clear strategies and tools to help you do just that. You will create and shape opportunities, prepare and probe in an entirely new way, gain client consensus, and use sales process and tools to guide and accelerate closing. You will learn:

  • Futuring to prepare for and anticipate customer needs
  • Heat-mapping to use insights to focus and engage customers
  • Value-tracking to connect your solutions to business outcomes and ROI
  • Phasing to use sales process to forecast accurately and close
  • Linking to reassert heart and trust into your sales conversations

Linda Richardson was named Sales Thought Leader for 2013 and this book shows why as she helps you sometimes tweak but more often change how you sell. She builds on your foundation to take your selling to a new elevation and bring your sales results along with it.

PRAISE FOR CHANGING THE SALES CONVERSATION

"Linda Richardson is in the Sales Hall of Fame. Her new book, Changing the Sales Conversation, is not an option. It's an imperative. When Linda Richardson says it's time to change the sales conversation, you can bet your job, and your wallet, that it's time to change." -- Jeffrey Gitomer, author of The Little Red Book of Selling

"The sales game has changed radically in recent years, and there's no going back. Richardson not only gets the big picture about the new world of sales, but she also provides the kind of insidebaseball details new and experienced salespeople can really use. This book stands out in a field bloated with old thinking and tired cliches." -- Daniel H. Pink, author of Drive and To Sell Is Human

"This book is beyond a 'must-read' or 'must-have' book. This is a MUST-DO guide. It is a landmark book in which Linda Richardson gives us an updated road map that clearly explains today's AND tomorrow's buying patterns and how to leverage technology, connections, and exceptional expertise to win on the new sales landscape." -- Marc Ramos, Global Lead, Google Enterprise Learning, Google

"Linda has created a sales foundation for the profession of selling across all industries. With Changing the Sales Conversation she has seized on the new emerging trend: the conversation economy. This is the most substantive and authoritative book on conversation management on the market. A must-read for every sales leader and every top performing salesperson." -- Gerhard Gschwandtner, CEO, Selling Power

"Linda's new book accomplishes the almost-impossible: providing an easy-to-understand road map for selling in an increasingly complex business world." -- Geoffrey James, author of Business Without the Bullsh*t


 

Changing the Sales Conversation: Connect, Collaborate, and Close: Search Results

1.
The New Sales Conversation Format: Hardcover (ISBN: 0071823654 / 0-07-182365-4)
Richardson, Linda
ISBN 10: 0071823654
ISBN 13: 9780071823654
Bookseller: INDOO (Avenel, NJ, U.S.A.)
Bookseller Rating: 4-star rating
Quantity Available: > 20

Book Description: Mcgraw Hill Publishers. Book Condition: New. Brand New. Bookseller Inventory # 0071823654

Bookseller & Payment Information | More Books from this Seller | Ask Bookseller a Question

Add Book to Shopping Basket
Price: US$ 11.51
Convert Currency
Shipping: US$ 3.50
Within U.S.A.
2.
Changing the Sales Conversation: Connect, Collaborate, and Close (ISBN: 0071823654 / 0-07-182365-4)
Richardson, Linda
ISBN 10: 0071823654
ISBN 13: 9780071823654
Bookseller: Murray Media (MIAMI SHORES, FL, U.S.A.)
Bookseller Rating: 5-star rating
Quantity Available: > 20

Book Description: McGraw-Hill. Hardcover. Book Condition: New. Bookseller Inventory # 0071823654

Bookseller & Payment Information | More Books from this Seller | Ask Bookseller a Question

Add Book to Shopping Basket
Price: US$ 15.55
Convert Currency
Shipping: US$ 0.00
Within U.S.A.
3.
Changing the Sales Conversation: Connect, Collaborate, and C (ISBN: 9780071823654)
Richardson, Linda
ISBN 10: 0071823654
ISBN 13: 9780071823654
Bookseller: Paperbackshop-US (Secaucus, NJ, U.S.A.)
Bookseller Rating: 5-star rating
Quantity Available: > 20

Book Description: MCGRAW-HILL Professional, 2014. Hardback. Book Condition: New. New Book. Shipped from US. Bookseller Inventory # VJ-9780071823654

Bookseller & Payment Information | More Books from this Seller | Ask Bookseller a Question

Add Book to Shopping Basket
Price: US$ 11.70
Convert Currency
Shipping: US$ 3.99
Within U.S.A.
4.
Changing the Sales Conversation: Connect, Collaborate, and Close (Hardback) (ISBN: 9780071823654)
Richardson, Linda
ISBN 10: 0071823654
ISBN 13: 9780071823654
Bookseller: The Book Depository US (Gloucester, ., United Kingdom)
Bookseller Rating: 5-star rating
Quantity Available: 10

Book Description: McGraw-Hill Education - Europe, United States, 2014. Hardback. Book Condition: New. 236 x 160 mm. Brand New Book. This title helps you create better, more effective conversations in today s hyper-digital world. In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying - and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits. Salespeople can no longer rely on the traditional sales methodologies. They must change the conversation. A visionary of the consultative sales movement, Linda Richardson has again moved selling forward by reengineering the sales conversation. Purchasing has become a core competency for clients. They evaluate their options against checklists they carefully develop. Richardson helps you understand what is on their checklists and align your solutions with their business and personal priorities to help you win. Clients today are focused on business outcomes. They are interested in reducing risk. They turn to peers and social networks to self-educate before turning to salespeople. To engage them you must demonstrate that you know their world and that you are prepared with insights and ideas to add to what they already know. Richardson gives you five clear strategies and tools to help you do just that. You will create and shape opportunities, prepare and probe in an entirely new way, gain client consensus, and use sales process and tools to guide and accelerate closing. You will learn: futuring to prepare for and anticipate customer needs; heat-mapping to use insights to focus and engage customers; value-tracking to connect your solutions to business outcomes and ROI; phasing to use sales process to forecast accurately and close; and linking to reassert heart and trust into your sales conversations. Linda Richardson was named Sales Thought Leader for 2013 and this book shows why as she helps you sometimes tweak but more often change how you sell. She builds on your foundation to take your selling to a new elevation and bring your sales results along with it. Praise for Changing The Sales Conversation: Linda Richardson is in the Sales Hall of Fame. Her new book, Changing the Sales Conversation, is not an option. It s an imperative. When Linda Richardson says it s time to change the sales conversation, you can bet your job, and your wallet, that it s time to change. (Jeffrey Gitomer, author of The Little Red Book of Selling). The sales game has changed radically in recent years, and there s no going back. Richardson not only gets the big picture about the new world of sales, but she also provides the kind of inside baseball details new and experienced salespeople can really use. This book stands out in a field bloated with old thinking and tired cliches. (Daniel H. Pink, author of Drive and To Sell Is Human). This book is beyond a must-read or must-have book. This is a must-do guide. It is a landmark book in which Linda Richardson gives us an updated road map that clearly explains today s AND tomorrow s buying patterns and how to leverage technology, connections, and exceptional expertise to win on the new sales landscape. (Marc Ramos, Global Lead, Google Enterprise Learning, Google). Linda has created a sales foundation for the profession of selling across all industries. With Changing the Sales Conversation she has seized on the new emerging trend: the conversation economy. This is the most substantive and authoritative book on conversation management on the market. A must-read for every sales leader and every top performing salesperson. (Gerhard Gschwandtner, CEO, Selling Power). Linda s new book accomplishes the almost-impossible: providing an easy-to-understand road map for selling in an increasingly complex business world. (Geoffrey James, author of Business Without the Bullsh*t). Once again, Linda drives the profession of selling forward. Her insights about the art and science of great sales conversations are clear, compelling and extremely practical. No. Bookseller Inventory # AA39780071823654

Bookseller & Payment Information | More Books from this Seller | Ask Bookseller a Question

Add Book to Shopping Basket
Price: US$ 17.94
Convert Currency
Shipping: US$ 0.00
From United Kingdom to U.S.A.
5.
Changing the Sales Conversation: Connect, Collaborate, and Close (Hardback) (ISBN: 9780071823654)
Richardson, Linda
ISBN 10: 0071823654
ISBN 13: 9780071823654
Bookseller: The Book Depository (Gloucester, UK, United Kingdom)
Bookseller Rating: 5-star rating
Quantity Available: 10

Book Description: McGraw-Hill Education - Europe, United States, 2014. Hardback. Book Condition: New. 236 x 160 mm. Brand New Book. This title helps you create better, more effective conversations in today s hyper-digital world. In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying - and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits. Salespeople can no longer rely on the traditional sales methodologies. They must change the conversation. A visionary of the consultative sales movement, Linda Richardson has again moved selling forward by reengineering the sales conversation. Purchasing has become a core competency for clients. They evaluate their options against checklists they carefully develop. Richardson helps you understand what is on their checklists and align your solutions with their business and personal priorities to help you win. Clients today are focused on business outcomes. They are interested in reducing risk. They turn to peers and social networks to self-educate before turning to salespeople. To engage them you must demonstrate that you know their world and that you are prepared with insights and ideas to add to what they already know. Richardson gives you five clear strategies and tools to help you do just that. You will create and shape opportunities, prepare and probe in an entirely new way, gain client consensus, and use sales process and tools to guide and accelerate closing. You will learn: futuring to prepare for and anticipate customer needs; heat-mapping to use insights to focus and engage customers; value-tracking to connect your solutions to business outcomes and ROI; phasing to use sales process to forecast accurately and close; and linking to reassert heart and trust into your sales conversations. Linda Richardson was named Sales Thought Leader for 2013 and this book shows why as she helps you sometimes tweak but more often change how you sell. She builds on your foundation to take your selling to a new elevation and bring your sales results along with it. Praise for Changing The Sales Conversation: Linda Richardson is in the Sales Hall of Fame. Her new book, Changing the Sales Conversation, is not an option. It s an imperative. When Linda Richardson says it s time to change the sales conversation, you can bet your job, and your wallet, that it s time to change. (Jeffrey Gitomer, author of The Little Red Book of Selling). The sales game has changed radically in recent years, and there s no going back. Richardson not only gets the big picture about the new world of sales, but she also provides the kind of inside baseball details new and experienced salespeople can really use. This book stands out in a field bloated with old thinking and tired cliches. (Daniel H. Pink, author of Drive and To Sell Is Human). This book is beyond a must-read or must-have book. This is a must-do guide. It is a landmark book in which Linda Richardson gives us an updated road map that clearly explains today s AND tomorrow s buying patterns and how to leverage technology, connections, and exceptional expertise to win on the new sales landscape. (Marc Ramos, Global Lead, Google Enterprise Learning, Google). Linda has created a sales foundation for the profession of selling across all industries. With Changing the Sales Conversation she has seized on the new emerging trend: the conversation economy. This is the most substantive and authoritative book on conversation management on the market. A must-read for every sales leader and every top performing salesperson. (Gerhard Gschwandtner, CEO, Selling Power). Linda s new book accomplishes the almost-impossible: providing an easy-to-understand road map for selling in an increasingly complex business world. (Geoffrey James, author of Business Without the Bullsh*t). Once again, Linda drives the profession of selling forward. Her insights about the art and science of great sales conversations are clear, compelling and extremely practical. No. Bookseller Inventory # AA39780071823654

Bookseller & Payment Information | More Books from this Seller | Ask Bookseller a Question

Add Book to Shopping Basket
Price: US$ 18.31
Convert Currency
Shipping: US$ 0.00
From United Kingdom to U.S.A.
6.
Changing the Sales Conversation: Connect, Collaborate, Close (ISBN: 9780071823654)
Richardson, Linda
ISBN 10: 0071823654
ISBN 13: 9780071823654
Bookseller: BargainBookStores (Grand Rapids, MI, U.S.A.)
Bookseller Rating: 5-star rating
Quantity Available: 3

Book Description: Hardcover. Book Condition: New. Bookseller Inventory # 7123044

Bookseller & Payment Information | More Books from this Seller | Ask Bookseller a Question

Add Book to Shopping Basket
Price: US$ 14.39
Convert Currency
Shipping: US$ 3.99
Within U.S.A.
7.
Changing the Sales Conversation: Connect, Collaborate, and Close (ISBN: 0071823654 / 0-07-182365-4)
Richardson, Linda
ISBN 10: 0071823654
ISBN 13: 9780071823654
Bookseller: BookShop4U (Philadelphia, PA, U.S.A.)
Bookseller Rating: 4-star rating
Quantity Available: 3

Book Description: McGraw-Hill. Hardcover. Book Condition: New. 0071823654 Brand New. Bookseller Inventory # Z0071823654ZN

Bookseller & Payment Information | More Books from this Seller | Ask Bookseller a Question

Add Book to Shopping Basket
Price: US$ 20.69
Convert Currency
Shipping: US$ 0.00
Within U.S.A.
8.
Changing the Sales Conversation: Connect, Collaborate, and Close (ISBN: 0071823654 / 0-07-182365-4)
Richardson, Linda
ISBN 10: 0071823654
ISBN 13: 9780071823654
Bookseller: Booklot COM LLC (Philadelphia, PA, U.S.A.)
Bookseller Rating: 4-star rating
Quantity Available: 3

Book Description: McGraw-Hill. Hardcover. Book Condition: New. 0071823654 Brand New. Bookseller Inventory # Z0071823654ZN

Bookseller & Payment Information | More Books from this Seller | Ask Bookseller a Question

Add Book to Shopping Basket
Price: US$ 20.69
Convert Currency
Shipping: US$ 0.00
Within U.S.A.
9.
Changing the Sales Conversation: Connect, Collaborate, and Close (ISBN: 0071823654 / 0-07-182365-4)
Richardson, Linda
ISBN 10: 0071823654
ISBN 13: 9780071823654
Bookseller: Bookhouse COM LLC (Philadelphia, PA, U.S.A.)
Bookseller Rating: 4-star rating
Quantity Available: 2

Book Description: McGraw-Hill. Hardcover. Book Condition: New. 0071823654 Brand New. Bookseller Inventory # Z0071823654ZN

Bookseller & Payment Information | More Books from this Seller | Ask Bookseller a Question

Add Book to Shopping Basket
Price: US$ 20.69
Convert Currency
Shipping: US$ 0.00
Within U.S.A.
10.
Changing the Sales Conversation: Connect, Collaborate, and Close (Hardcover) (ISBN: 0071823654 / 0-07-182365-4)
Richardson, Linda
ISBN 10: 0071823654
ISBN 13: 9780071823654
Bookseller: Bobs Books (JRM) (Romulus, MI, U.S.A.)
Bookseller Rating: 4-star rating
Quantity Available: 1

Book Description: Hardcover. Book Condition: New. 160mm x 236mm x 20mm. Hardcover. This title helps you create better, more effective conversations in today's hyper-digital world. In this era of iPads, iPhones, and apps, sales communications may be growing, but sales con.Shipping may be from multiple locations in the US or from the UK, depending on stock availability. 192 pages. 0.378. Bookseller Inventory # 9780071823654

Bookseller & Payment Information | More Books from this Seller | Ask Bookseller a Question

Add Book to Shopping Basket
Price: US$ 21.53
Convert Currency
Shipping: US$ 0.00
Within U.S.A.
View All Listings for this Book