| Description |
1 online resource (1 audio file (7hr., 04 min.)) : digital. |
|
digital digital recording rda |
|
data file rda |
| Access |
Digital content provided by hoopla. |
| Performer |
Narrated by Andy Paris. |
| Summary |
Over the past several years, sellers who offer high-value products and services to businesses have experienced profound changes in the way they do business. Winning the Professional Services Sale argues for fundamental changes in the sellers mindset. Rather than pressing to sell, salespeople must help their clients buy, even if that purchase ends up with a competitor. The book rejects myopic, conventional sales wisdomsuch as the need for elevator speeches, cold calling, and presumptive closesas relics of a bygone era. In place of that old advice, Winning the Professional Services Sale presents a different approach for winning profitable services sales in todays market. To master that approach, sellers must take a holistic view of the buying process and the needs of the buyers organization, including its competitors, customers, suppliers, employees, and investors. Only by understanding a sale from every possible angle can a salesperson gain the competitive edge thats so essential to the services sales. |
| System Details |
Mode of access: World Wide Web. |
| Subject |
Business.
|
| Added Author |
Paris, Andy.
|
|
hoopla digital.
|
| ISBN |
9781663703903 (sound recording : hoopla Audio Book) |
|
1663703906 (sound recording : hoopla Audio Book) |
| Music No. |
MWT13691177 |
|
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