SKU: 50401239200

Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage

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Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive AdvantageAlign your selling methods with their buying habits for a win win relationship "The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer centric approach." Al Ries, bestselling coauthor, War in the Boardroom Since its founding in 2002, CustomerCentric Selling, one of the world's leading sales training firms, has dramatically changed how selling is viewed

Align your selling methods with their buying habits for a win-win relationship

"The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer-centric approach."
--Al Ries, bestselling coauthor, War in the Boardroom

Since its founding in 2002, CustomerCentric Selling, one of the world's leading sales training firms, has dramatically changed how selling is viewed--from simply promoting a product to empowering customers to achieve goals or solve problems through the use of offerings.

Today, buyers don't want salespeople telling them what they want or need; they've already gone online and informed themselves--which makes the job of selling more difficult than ever.

So how do you reestablish the relevance you previously took for granted? How, in the world of Web 2.0, can you develop long-term relationships with customers and maintain your competitive advantage? You must stop focusing squarely on the selling cycle--and pay closer attention to the buying cycle. In other words, learn how customers want to buy and align your selling techniques accordingly.

In Rethinking the Sales Cycle, two leaders from CustomerCentric Selling provide the latest research into the buying cycle. They present a step-by-step model that helps you seize market share and hold it by understanding the five stages of the buying cycle. Learn how to:

  • Interpret buying behavior at different stages
  • Assess your competitive position based upon buyer behavior
  • Read the impetus behind a buyer objection
  • Merge your selling process with a buyer's buying process
  • Take a committee through a buying cycle to maximize the chance of consensus at the end

When it comes to the buying cycle, today's customers want control. You can give it to them when you have a selling strategy aligned with their behavior. It's the best and perhaps only way to succeed in today's ultra-competitive world.

Rethinking the Sales Cycle gives you unprecedented insight into the mindset, emotions, and behaviors of buyers. Armed with this information, you will find the solutions you need to lead your organization to new heights of success.



Binding Type: Hardcover
Publisher: McGraw-Hill Education
Published: 01/01/2010
ISBN: 9780071637992
Pages: 236
Weight: 1.09lbs
Size: 9.26h x 6.62w x 0.91d
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SKU: 50401239200

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Ms. Ursula P. Iriarte
Pawtucket, US
★★★★★ 3
Good item but not close to the real one
I was excited to get this item but in the end nothing like the real thing. Fits high, ok on the material but the finishes could have been better.
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Reviewed in the United States on January 11, 2025
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KR
Carnegie, US
★★★★★ 5
Best boots I have ever purchased
I do appraisal work so I was looking for something cute/professional yet durable and rugged for when I work outside in all types of weather. Found it! So comfortable, so cute, and waterproof. I wear them most days for both office work and inspection work. I range between 8.5-9 and I got a 9 and they fit great both with thin socks or thick socks. I very highly recommend.
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Reviewed in the United States on October 7, 2020
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emland11
Pawtucket, US
★★★★★ 5
Perfect for travel... very comfortable!
These things are amazing! I bought these a couple weeks before a trip to Italy and had planned on doing a lot of walking in them. I only got to wear them a couple times before we went on our trip, but no blisters, even during LOTS of walking in them on the trip! They wore in super quickly while still keeping their durability. My feet stay dry even in lots of rain. The photos show the wear on them after a few months, including a couple weeks of travel, and weeks of wear around town. My only complaint is that there is a tiny something (a little knot of thread with glue? not sure...) that is at the top of the opening of the boot, and it rubs the back of my ankle and makes a sore. That isn't enough to make me not wear them though. There's a photo that shows this. As you can see it's super tiny, and probably not even a flaw, it just hits my ankle *just* right so that it rubs.
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Reviewed in the United States on August 10, 2018
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Amazon Customer
New York, US
★★★★★ 5
These shoes were perfect! Cute design
Spent more than I typically would on shoes to get a quality pair for a trip. Needed a dependable shoe that would be waterproof for hiking and exploring the often wet climate and terrain. These shoes were perfect! Cute design. Very comfortable. Fit as expected. Kept my feet warm and dry. Good for hiking as well as walking the streets of the little towns we explored. I'm glad I invested in these boots!
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Reviewed in the United States on July 29, 2018
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Isabel
San Leandro, US
★★★★★ 4
Chic Comfort
I really enjoy these boots. Excellent for wet muddy city streets! The slip on version are a bit narrow when it comes to putting them on. I wear a size 8 and ordered 8.5 for extra room , but they were too long. I think if you have wide feet these may not be too comfortable. Overall a good leather shoe. No water sipped through while wearing.
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Reviewed in the United States on March 18, 2021

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