Stop Selling, Start Partnering: The New Thinking About Finding and Keeping Customers

Wilson, Larry, and Wilson, Hersch

ISBN 10: 0939246740 / ISBN 13: 9780939246748

Published by Omneo, Essex Junction, VT, 1994

About this Item

23 cm, 294 pages. Acid-free paper, matching bookmark laid in. Foreword by Harvey Mackay. Signed by the author. Helps managers and salespeople prepare for the future by advising them to let go of long-held assumptions about selling and encouraging them to "play to win" by growing partnerships with customers that are designed to drive the right business results.

Seller Inventory # 28617

Bibliographic Details

• Title: Stop Selling, Start Partnering: The New Thinking About Finding and Keeping Customers
• Publisher: Omneo, Essex Junction, VT
• Publication Date: 1994
• Language: English
• ISBN 10: 0939246740
• ISBN 13: 9780939246748
• Binding: Hardcover
• Condition: Very good
• Dust Jacket Condition: very good
• Signed: Signed by Author(s)

About this title

Synopsis

A revolutionary approach to the concept of finding and keeping customers with a new tactic called "strategic Partnering" explains how to enhance professionals' ability to identify current trends and put to rest outdated approaches that hinder success. IP.

From the Back Cover

"There's only one Larry Wilson ... number one when it comes to the art of selling."—Warren Bennis, University Professor and Distinguished Professor of Business Administration, University of Southern California.

"Stop Selling, Start Partnering will help you take a fresh look at your selling activities whether you are in the boardroom, face-to-face with customers, or anywhere in between."—Harvey Mackay, Author of Swim with the Sharks.

"Regardless of your position within the company, your task in the second half of these unforgiving 90s will be to help your company learn how to get, how to treat, and how to keep customers. Read Larry's new book and you will be much better prepared to accomplish this mission." —Lou Pritchett, Former VP of Sales and Customer Development, Procter & Gamble

Stop Selling, Start Partnering outlines a fresh approach to finding and keeping customers through powerful, long-lasting partnerships. Drawing on his extensive experience with companies such as Kodak, US West, Saturn, and Baxter Healthcare, Larry Wilson shows managers, executives, and salespeople how to design and nurture "customer-keeping" organizations. Filled with smart advice and practical customer partnering guidelines, Stop Selling, Start Partnering redefines the new success factors for every organization that faces the daily challenge of finding and keeping customers.