Thought Leadership - Mind of the Customer
Gone are the days when salespeople sold
products. Today they are expected to offer ideas, advice,
perspective, information, wisdom and value that will improve their
customer's business and provide a return on their investment. Few
salespeople have achieved this level of mastery or know how to get
there.
In THE MIND OF THE CUSTOMER: How
Great Companies Like UPS, Lexus, and Nokia Have Reinvented the Sales
Process to Accelerate Their Customers' Success (McGraw Hill),
Richard Hodge and Lou Schachter show sales professionals how to get
to the next level of success with a new approach to selling based on
helping customers achieve their key business objectives. The
companion digital toolbox provides all of the assessment tests,
tools and guides needed to put these groundbreaking concepts into
practice.
The authors include tips, inspirations,
and insider secrets gleaned from interviews with nearly 100 sales
executives at the world's most successful corporations. Executives
at such companies as Lexus, Nokia and UPS share their best practices
on things salespeople most want to know: what works in a
presentation, what they want—and don't want—from salespeople, and
how they make their most critical purchasing decisions.
Readers also learn how to:
- Gain insight into what the customer wants
- Create products and services the customer values
- Turn one-way presentations into two-way interactions
- Build rock-solid customer partnerships using
“cooperative negotiation”
- Establish credibility within 12 minutes of an initial
meeting with an executive
- Coach an ordinary sales force to world-class mastery
Download Chapter One
Watch the “One Last Customer” short film
on You Tube:
http://www.youtube.com/watch?v=qinNFoSp6Fs
Learn more about the book at
Mind of the Customer.