Editorial Reviews:
Synopsis
h4CREATE RELATIONSHIPS THAT LEAD TO REPEAT SALES--FOR THE LONG RUN!/h4 pi"bSelling for the Long Run/b stands head and shoulders above the run-of-the-mill sales books. If you're in the business of selling complex products or solutions, it's a blueprint for business success. Don't just read this book--use its principles and strategies every day, and it will fundamentally improve the results you achieve."/i -- Donal Daly, CEO, The TAS Group pi"This book provides a fresh, unique, and contemporary perspective on the welldocumented subject of selling in a complex business-to-business world. Wendy Reed gives the reader a contemporary road map for the modern-day, buyer-centric sales philosophy. Read it and learn an approach that most certainly enables sales success."/i -- Richard E. Eldh, Co-President, SiriusDecisions, Inc. pi"The fact that buying behavior has changed dramatically is clear to all sales professionals; how to change the way you sell in response is not. bSelling for the Long Run/b offers new insights into how to develop and enrich relationships with clients to not only close more business this year but become the partner of choice going forward as well."/i -- Jim Dickie, Managing Partner, CSO Insights pi"bSelling for the Long Run/b provides an easy-to-follow road map to the kind of customer collaboration that can dramatically change the relationship between buyer and seller and lead to deeper, more successful, and enduring partnerships."/i -- John Golden, CEO, Huthwaite pi"Until more universities offer degree programs in sales effectiveness, this book is required reading for anyone carrying a quota."/i -- Peter Ostrow, Research Director, Aberdeen Group, a Harte-Hanks Co. pbARE YOU IN A GOOD RELATIONSHIP?/b piSelling for the Long Run/i provides the key principles for acquiring and maintaining satisfied, repeat-buying customers. How is this achieved? One word: relationships. At first glance, the answer seems simple—but is any relationship simple? pWendy Reed, CEO of the global sales training firm InfoMentis, helps you make the transformation from an average salesperson who simply presents products to a great salesperson who serves as a collaborative partner with the customer. It's the best sales approach for good economic times, and it's the only one that works when times are tough. pWhen the buyer perceives you as an advocate for his or her needs, trust is created--and great things follow. Outlining a strategic plan for building customer focus and collaboration into every stage of the sales cycle, Reed provides an insider's perspective to help you:ul liView the sales process from the customer's point of view liAlign your offering with the buyer's needs liPerform proper due diligence before creating your strategy liGain clearer vision into revenue pipelines and forecasts liDeliver on all promises made--both explicit and implicit/ul piSelling for the Long Run/i is a blueprint for reenvisioning and retooling your sales cycle to seize the competitive advantage--and keep it. Like any customer in any industry, your prospective buyer's number-one concern is value--bottom line. In the end, he or she wants to make a purchase from a trustworthy partner--which is why you have to stop looking for that one magical "sales technique" and start building the kind of relationships that generate results. Take your first step with iSelling for the Long Run/i.
