Human to Human Selling: How to Sell Real and Lasting Value in an Increasingly Digital and Fast-Paced World - Softcover

Davis, Adrian

Softcover

ISBN 10: 1614485402 ISBN 13: 9781614485407

Publisher: Morgan James Publishing, 2014

Synopsis

In our increasingly digitized and fast-paced world, human relationships are often strained—sales relationships even more so. Today’s buyers are better informed, more sophisticated, and more transactional. As a result, sales professionals must navigate new challenges as they seek to develop meaningful relationships with these sometimes elusive buyers.

In Human To Human Selling, sales strategist Adrian Davis details how sales professionals and the people who manage them can increase sales performance while developing strategic relationships with their customers. Bringing sales professionals out of the Industrial Age adversarial model of sales into the “Age of Business Reformation,” Human To Human Selling presents a step-by-step process for building symbiotic relationships with buyers—connections that are both mutually rewarding and emotionally fulfilling and lead to the “right-fit” customer. Human To Human Selling

-Provides a fresh perspective on sales and customer relationship management

-Bridges the gap between sales techniques and corporate strategy, enabling salespeople to sell higher

-Provides practical techniques for strategic selling

The results will speak for themselves: sales professionals that are a strategic asset to their buyers as well as their employers.

 

About this title

Book Description:

In our increasingly digitized and fast-paced world, human relationships are often strained—sales relationships even more so. Sales professionals must navigate new challenges as they seek to develop meaningful relationships with buyers who are often elusive. Human To Human Selling will appeal to sales professionals and the people who manage them by showing how they can increase sales performance while simultaneously developing strategic relationships with their customers.

About the Author:

Adrian Davis is a business strategist and trusted advisor for chief executives and business owners who has been studying sales methodology for over twenty years. He has an in-depth understanding of what it takes to drive sales performance and has critical insights to share with business leaders to help them get more sales, faster, with better customers.
As president and CEO of management consulting firm Whetstone Inc., he has worked with organizations such as AOL, The Globe & Mail, KPMG, Sonova, Stantec, Motorola, Dupont, Aviva, School Specialty, and PricewaterhouseCoopers. His talented team has developed a reputation for leading organizations to innovative and practical solutions that enhance customer value and dramatically increase sales and profitability.
Adrian is a certified professional in Business Process Management (P.BPM) and a certified Competitive Intelligence Professional (CIP). A thought-provoking and inspirational speaker, he is frequently called upon to address senior management teams and sales groups on corporate strategy, competitive advantage, and sales performance.

About this edition

• Publisher: Morgan James Publishing
• Publication date: 2014
• ISBN 10: 1614485402
• ISBN 13: 9781614485407
• Binding: Paperback
• Number of pages: 208