search for books and compare prices
cover image
The CustomerCentric Selling Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business
Price
Store
Arrives
Preparing
Shipping
The price is the lowest for any condition, which may be new or used; other conditions may also be available. Rental copies must be returned at the end of the designated period, and may involve a deposit.
Jump down to see edition details for: Paperback
Bibliographic Detail
Publisher McGraw-Hill
Publication date March 26, 2013
Pages 211
Binding Paperback
Book category Adult Non-Fiction
ISBN-13 9780071808057
ISBN-10 0071808051
Dimensions 0.75 by 6 by 8.75 in.
Weight 0.65 lbs.
Original list price $18.00
Summaries and Reviews
Amazon.com description: Product Description:

The Proven Approach to Prospecting for the Long Sales Cycle

It's a fact: 92 percent of C-level executives never respond to e-mail blasts or cold calls . . . so why would you continue to rely on these approaches to generate new business?

If you're like most sales professionals, it's time to transform your selling method by listening rather than talking and by asking questions rather than stating opinions. In short, you need to be customer-centric. This revolutionary new guide will show you how.

The CustomerCentric Selling Field Guide to Prospecting and Business Development gives you the tools and methods necessary to refocus your energy from blindly delivering sales pitches to developing lasting relationships with profitable clients. This clear, concise, and proven-effective field guide covers:

  • The six steps to prospecting success
  • Calculating pipeline strength and requirements
  • Successfully engaging decision makers at the "point of need"
  • Ways to develop and deliver a sales-ready message
  • How to leverage relationships through social networking

The CustomerCentric Selling Field Guide to Prospecting and Business Development provides the tools you need to improve prospecting and business development effectiveness. Most important, it helps you increase productivity, win more business, and develop lasting relationships with your ideal customers.



Editions
Paperback
Book cover for 9780071808057
 
The price comparison is for this edition
from McGraw-Hill (March 26, 2013); titled "The CustomerCentric Selling Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business"
9780071808057 | details & prices | 211 pages | 6.00 × 8.75 × 0.75 in. | 0.65 lbs | List price $18.00
About: The Proven Approach to Prospecting for the Long Sales Cycle It's a fact: 92 percent of C-level executives never respond to e-mail blasts or cold calls .

Pricing is shown for items sent to or within the U.S., excluding shipping and tax. Please consult the store to determine exact fees. No warranties are made express or implied about the accuracy, timeliness, merit, or value of the information provided. Information subject to change without notice. isbn.nu is not a bookseller, just an information source.