销售大赛
2005-12
John Wiley & Sons Inc
Blake, Tom/ Hodson, Tom/ Enrico, Tony
249
If the process of buying and selling makes the world go round, then why does it have such a lousy reputation? Customers are wary of those who come selling, and salespeople have become embarrassed by their roles. Reversing this trend means adopting a new mindset, different processes, and fresh disciplines. In Championship Selling, three of North America’s most respected sales leaders offer a powerful, yet remarkably simple, vision of what it means to sell, as well as innovative techniques and tools for establishing mutually productive relationships with customers. Most selling today is the same as it has always been — transactional. That is, the salesperson tries everything to get a foot in the door, follow their own agenda, close the deal and move on. However, transformational selling focuses on listening to, and working with, the customer to build enduring relationships that are valuable to both parties, and last far beyond the first transaction. Championship Selling portrays sales as a complex, vital, ongoing process, and outlines techniques and exercises to help salespeople, and their companies, evolve from a transactional mentality to a transformational one, for better long-term results.
Tom Blake: Founder, President & CEO of Optimé International, Tom Blake has nearly three decades of experience in leadership, development and sales, including 18 years with Procter & Gamble. Tom’s blend of candor, enthusiasm and inspiration has helped nu
AcknowledgementsIntroductionPART ONE The Sales Revolution 1.Embracing the Shift The Sales Function: Moving to the Fore 2.Making the Connection The Aspiring Sales Champion Could I Get Some Training Here? So How Am I Doing? The Sales Transformation 3.Changing the Focus The Championship Organization: Becoming--and Staying--Customer-Centric Moving Beyond Product-Centricity Leveraging the Entire Team Creating Value through Sales Champions Stoking the Fire 4.Building the Structure The Traditional Organizational Structure Functional Efficiency The Creation of Customer Value 5.Unleashing the Power The Power of Customer Orientation The Championship Effect Championship Relationships Toward ExecutionPART TWO The Performance Pyramid 6.Perspective: Embedding Championship DNA The Championship Mindset Attitude Emotional Intelligence Belief Systems The Five-Point Championship Perspective Climbing the Pyramid 10 Questions for Reflection: Perspective 7.Playing Catch: The Heart of Championship Selling Pitching …… 8.Preparation: Developing a Plan for Strategic Customer Management. 9.Cresting the Performance Pyramid: Process and Presenting. 10.Seizing the Challenge.
