The Selling Difference Bryan Flanagan
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Selling results solutions
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Economy & Business
The financial crises has permanently changed the solution sellers' global operating environment. Selling Results Solutions is a response and a new selling approach for the new environment. Customers prefer to pay for results in use, not for features and benefits, which requires a new frame of mind in selling.
Understanding customers' service needs and expectations is the basis on which the authors build practical performance selling methods, supplier strategies, characteristics of a results organisation and the step-by-step selling process that guides the results seller through the process to a win-win results contract and its implementation.
© 2014 Alma Insights (Ebook): 9789521416491
Release date
Ebook: 2 January 2014
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