This new edition features commentary from the authors that offers fresh insight into why positioning a product in a prospective customer's mind is still the most important strategy in business, and includes numerous examples of campaigns that followed, or didn't follow, Ries and Trout's thinking. Whether interviewing a baby sitter, meeting a new date or selecting a jury, this thorough, detailed guide of what to look for could probably improve anyone's ability at seeing and being seen. This book offers great insights into selling in the New Economy, however a lot of the ideas presented are not new. What is new is the unique perspective and packaging he offers. He takes the old and the new and makes them make sense together.
Most salespeople spend half their working lives on the phone.
Here are hundreds of priceless tips and strategies for firms and independent providers selling services rather than products. It covers everything from generating sales leads to keeping clients after the sale is made. Its advice is very basic, but told in the form of a story which makes the points brought out easy to remember. Fred Hills Visionary Selling shows you how to sell effectively to top decision makers by going beyond the hard sell of a specific product to aligning with the broader vision of top management. This book shows that buyer's have a buying process that can be recognized and understood by the seller.