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The sales winds have shifted – for good. Globalization, economic conditions, changing demographics, increased competition and a host of other factors have all contributed to the volatility of today’s marketplace. Yet there remains one constant in every market – a human being is making a decision whether or not to buy from you.
This book presents a sales approach that is based on scientific research into human perceptions, motivation and behavior. Understanding how and why people buy will provide you with the framework necessary to transform your sales activities into a collaborative process with the prospect.
The entire dynamic of the seller-buyer interaction will change. Defensive prospects, verbal fencing and all of the other games that get played during typical buyer-seller exchanges will be eliminated. You will find yourself having meaningful conversations with your prospects that will allow you to quickly and accurately determine if and how you can provide solutions to your customer’s needs. And most importantly, you will learn to do this by blending it with your natural style and personality.
In Put the WIN Back in Your SALES, master sales trainer Dan Kreutzer will reveal, utilizing science-based decision models and real-world sales case studies, the way to deep and long-lasting relationships with your customers by: increasing your understanding of what’s important to them, providing them with what they really want, increasing your credibility with them, developing trust and changing their perception of you from a vendor to a valuable resource.
"synopsis" may belong to another edition of this title.
Dan Kreutzer is a results-driven sales executive with an outstanding track record spanning 35 years of selling and marketing high-technology products and services to the International Fortune 1000. He has extensive experience in the manufacturing, logistics, professional services and financial industries.
As part of an executive management team that specialized in turn-around situations, Mr. Kreutzer was continuously confronted with under-performing sales organizations. His experiences in these situations led him to the recognition of patterns that transcended specific companies and industries, and that inevitably made the difference between the success and failure of the organization. His analysis and research of these patterns has evolved into the Samurai Sales Mastery Series™ and the Shogun Sales Management Mastery Series™.
He is passionate about developing sales organization to be more effective and efficient. His insights into the human factor of the sales equation have focused on the perceptions, motivations and behaviors of sellers and buyers during the sales process. His humanistic approach to selling has transformed the way professional salespeople think about and achieve customer approval.
Mr. Kreutzer has spoken throughout North America, Europe and Asia and has authored several articles on professional sales management and professional sales techniques for addressing the challenges of today’s markets. He is a member of the Professional Society for Sales & Marketing Training and the American Society for Training and Development.
Mr. Kreutzer has a BS in Applied Mathematics from the University of Illinois, and an MBA in Marketing from the University of Chicago.
“As a behavioral scientist, this is the first book that I have
encountered that truly integrates scientific principles of human
behavior with the selling (or should I say buying?) process. This book should be read by anyone who is responsible for business development. It will revolutionize the profession of selling.”
—Robert Kauffman, President
American Institute of Learning & Cognitive Development
“This clear and concise book walks you through the development of sales process thinking into a new model for today’s wired world ... The Samurai Buying Decision Model explains how to become a trusted advisor in a buyer based decision process. Learn the process, strengthen your buyer connections, and increase your sales.”
—Steven Smolinsky, Regional Manager
Wharton Global Consulting Practicum
The Wharton School of The University of Pennsylvania
author of Conversation on Networking
“This much needed resource reminds us that professional selling is a skill—not simply for those who ‘like to deal with people.’ Selling takes time to learn in order to become effective. Did you know that 80 percent of sales people have not read a business book on how to sell in the past two years? Read this book before your next prospecting call and you’ll find yourself ahead of the pack.”
—Russ Riendeau, PhD, author of That Was Zen, This is Wow
“This book validates that the most effective way to sell is to align with how we buy. The Samurai Buying Decision Model focuses on the buyer’s goals, rather than the seller’s, by recognizing that buying is as emotional as it is rational. Finally a book that unlocks the code, brings both parties together in a collaborative process and creates a win for sellers by helping them create wins for their buyers.”
—Marti Barletta, President, TrendSight Group
author of Marketing to Women
“I’m impressed by exhaustive research that has gone into this
book. The material has been market changing for our company—we no longer sell anything! We were ‘selling’ for years and thought we were good at it. We were wrong. The Samurai Buying Decision Process led us to establishing a structured marketing plan, based on our principles, and in creating a much higher level business based on value and not price. I highly recommend the Samurai program and want you to consider me a customer evangelist.”
—Jay Schuette, EVP Sales & Marketing, Wausau Homes, Inc.
“Two radical developments in the past ten years have fomented a revolution in marketing, changing the path to success for the sales professional. The Internet has dramatically altered the relationship of buyer to seller placing the salesperson in a challenging new role. "Put the WIN Back in Your Sales" details the implications of these changes spelling out how the salesperson needs to adapt, and the
keys to success in developing and nurturing customer relationships. This is the book to have for the new sales professional of today and tomorrow.”
—Jack Trytten, President, Insight Direction, Inc.
author of The Failure of Marketing and Growth Machine
“The world has changed, selling customers doesn’t work anymore. Trust now trumps everything when it comes to getting sales results. "Put the Win Back in Your Sales" shows you how to help customers solve their problems through Socratic questioning and why the human element in business is what matters most. I highly recommend this book for sales people, managers, executives, and especially CEOs.”
bestselling author of The Insiders and Management Malpractice
"About this title" may belong to another edition of this title.
Book Description Credo House Publishers, 2009. Condition: New. book. Seller Inventory # M1935391348