Transformational Selling - E-book - ePub

'I love this book. New ideas. Beautifully written. Want to sell more? Read this!' ANDY BOUNDSOnly those that adapt will thrive in the New World of selling, B2B sales has evolved from a product-focused transactional approach to a consultative one placing emphasis on asking the right questions, understanding the customer's needs, identifying their issues and pitching the right solution to solve them.
The challenge with the consultative approach is that it's based on the assumption that customers know what their problems are and how to solve them. The Transformational Seller does not make this assumption, and that's the crucial difference. The New World requires a more advanced form of consultative selling; a 'super-consultative' approach. This is Transformational Selling. Selling in the New World.
The rise of the Transformational Seller. Drawing on the authors' combined experience of over 60 years working with thousands of sales people across the globe, Transformational Selling contains the essential tools you need to navigate the challenges to empower you to become a truly transformational seller.