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Smarter Selling Next Generation Sales Strategies to Meet Your Buyer's Needs - Every Time

ISBN-10: 0273712462

ISBN-13: 9780273712466

Edition: 2007

Authors: David Lambert, Keith Dugdale

List price: $29.99
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Book details

List price: $29.99
Copyright year: 2007
Publisher: FT Press
Publication date: 5/29/2008
Binding: Paperback
Pages: 256
Size: 9.21" wide x 6.18" long x 0.67" tall
Weight: 1.100
Language: English

Keith Dugdale is the CEO of Inparallel Australasia Pty Ltd, an Australian based specialist in human behaviour in the workplace. Keith worked for many years with business consultants PricewaterhouseCoopers in the UK, China, Singapore, Hong Kong and Australia. David Lambert is the CEO of MenTacTion Limited, a Hong Kong based specialist communications and training consultancy. Previously, David has worked for five years with a specialist corporate communications consultancy in the UK and for eight years with business consultants PricewaterhouseCoopers.

Acknowledgements
About the authors
Introduction
I Owe U - next generation sales strategies
Selling today
Next generation selling
The I Owe U sales journey
Customer or client
How other people really see you
Why you need to know how others see you
Who you are
The Octagon Behavioural Assessment
What are you going to do next?
Finding out what other people really think
Understanding and changing your relationships
Types of relationship
Knowing where you are with a relationship
How to change your relationships
A matrix of relationships
Understanding and adapting to buyers
Different organisational approaches to buying
Buyer types and their influence
Roles
Personal preferences
Building rapport and trust - the I Owe U approach
Control and structure
I Owe U
Uncovering real needs
Personal power
Introducing SHAPE
Surface (the facts)
Hunt (for challenges)
Adjust (to signal direction)
Paint (for positive future outcomes)
Engage (to move to action)
Summary of SHAPE and tools to assist your learning
An easier SHAPE
Common areas for questioning
Spicy Questions
Value-Sheets
Moving to a higher level
Different levels of conversation
Getting from level 1 to level 4
Cementing credibility and trust
Confirming the situation
No proposals
Proof
Presenting your ideas for positive impact
Audience
Structure
Delivery
Pulling it all together
Q & A
Visuals
Getting smarter - putting I Owe U to work
Summary of key messages
Appendices
Your Octagon behaviouiral assessment
Your Octagon action plan
Buyer Feedback Tool
Blank planning sheets
Recognising SHAPE questions
Index