Rethinking the Sales Cycle:  How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage
Alignyourselling methods withtheirbuying habits for a win-win relationship!“The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer-centric approach.”—Al Ries, bestselling coauthor,War in the BoardroomWith the proliferation of social networking and other online platforms, you are no longer in control of customers’ perceptions of your products or services. Only by focusing on buyer behavior can you keep your competitive edge fresh and sharp.Rethinking the Sales Cyclereveals how buyer behavior has changed and explains why traditional sales approaches don’t work. You’ll gain critical insight into:The unprecedented power customers wield for building—or killing—your businessThe psychology of buyers and how it changes throughout the buying processDeveloping an organization-wide strategy that aligns your selling techniques to buyer behaviorWithRethinking the Sales Cycle, you will enjoy not only increased sales but, more important, provide superior buying experiences—the foundation of a healthy, lasting seller-buyer relationship.