Rethinking the sales cycle : how superior sellers embrace the buying cycle to achieve a sustainable and competitive advantage
Guaranteed techniques for controlling every moment of the buying cycle
| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York :
McGraw-Hill ,
c2010
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| Subjects: |
Table of Contents:
- 1. The odd couple
- 2. Buyer's revenge
- 3. Stage 1: Awareness and urgency--Initiating the buying cycle
- 4. Stage 2; rewards
- 5. Stage 3: Preferences
- 6. Stage 4: Reassurance
- 7. Stage 5: Risk-the go/no-go buying decision
- 8. How traditional selling conflicts with the new buying process
- 9. Getting product marketing right
- 10. Managing sales to facilitate the buying process
- 11. MAGIC moments: creating a great customer experience
- 12. Using a sales process to achieve a sustainable competitive advantage