{"product_id":"buyer-centered-selling-how-modern-sellers-engage-collaborate-with-buyers-hardcover","title":"Buyer-Centered Selling: How Modern Sellers Engage \u0026 Collaborate with Buyers - Hardcover","description":"\u003cp\u003eby \u003cb\u003eThomas Williams\u003c\/b\u003e (Author), \u003cb\u003eThomas Saine\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eIn 2018 we co-authored \u003cem\u003eThe Seller's Challenge: How Top Performers Master 10 Deal Killing Obstacles in B2B Sales. \u003c\/em\u003eOur motive in writing that book was to provide sellers a \"field manual\" for assembling both tactics and strategies that address these specific deal killers \u003c\/p\u003e\u003cp\u003eThis book, \u003cem\u003eBuyer Centered Selling: How Modern Sellers Engage and Collaborate with Buyers\u003c\/em\u003e, combines \"seller's challenges\" with \"buyer's dilemmas.\" Without the collaborative efforts of both seller and buyer, many buying processes are doomed by lethargy, fear and eroding internal support from the buying community. \u003c\/p\u003e\u003cp\u003e\u003cem\u003eBuyer-Centered Selling \u003c\/em\u003eprovides sellers strategies and tactics that help the buyer address eleven dilemmas likely to slow and obstruct the buying process. The reader will discover quickly that buying and selling are inextricably connected in their focus on helping the customer buy. \u003c\/p\u003e\u003cp\u003e\u003cem\u003eBuyer-Centered Selling \u003c\/em\u003efocuses on: \u003c\/p\u003e \u003cul\u003e \u003cli\u003eHow buying and selling are changing, the emergence of the \"digital native\" and why sellers should consider a different approach to engaging the buyer. \u003c\/li\u003e \u003c\/ul\u003e \u003cul\u003e \u003cli\u003eHow to map a buying process and align buying and selling activities that expedite a decision. \u003c\/li\u003e \u003c\/ul\u003e \u003cul\u003e \u003cli\u003eHow an effective sales discovery process can bring buyer and seller together through a shared focus on problems, implications, and solutions. \u003c\/li\u003e \u003c\/ul\u003e \u003cul\u003e \u003cli\u003eFour behavioral styles and how buyer-centered sellers can adjust and adapt to how the customer wishes to receive and process information. \u003c\/li\u003e \u003c\/ul\u003e \u003cul\u003e \u003cli\u003eHow sellers can craft a communication plan to differentiate their product and themselves. \u003c\/li\u003e \u003c\/ul\u003e \u003cul\u003e \u003cli\u003eHow stalled opportunities may be \"jewels\" that require a little nurturing and encouragement to become a vital addition to your pipeline or funnel. \u003c\/li\u003e \u003c\/ul\u003e \u003cul\u003e \u003cli\u003eHow a buyer's perception of risk and their fear of failure can influence decision making. \u003c\/li\u003e \u003c\/ul\u003e \u003cul\u003e \u003cli\u003eHow dormant leads and inactive accounts may represent excellent prospecting targets. \u003c\/li\u003e \u003c\/ul\u003e \u003cul\u003e \u003cli\u003eHow research can help unlock an executive's mindset, enrich sales calls, and become the \"ideal seller.\" \u003c\/li\u003e \u003cli\u003e\u003cp\u003eHow cross-selling can be a boon to our selling effort, including myths, obstacles, and best approaches to expanding the seller's footprint in a target organization. \u003c\/p\u003e\u003c\/li\u003e \u003cli\u003e\u003cp\u003eValuable tactics for finalizing a deal, including the core elements to a close, barriers to closing a deal, and secrets for managing a successful close. \u003c\/p\u003e\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003cem\u003eBuyer-Centered Selling \u003c\/em\u003erepresents the best practice in winning sales today. This is more than a just a book. It's a field training manual that outlines step-by-step what you need to do today to work more effectively with buyers. \u003c\/p\u003e \u003cp\u003eThis book is written for frontline sellers, sales managers, learning and development directors, sales enablement executives, account managers, marketing professionals and CEOs. \u003c\/p\u003e \u003cp\u003e\u003cstrong\u003eSPECIAL BONUSES  \u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003eWith this book you will get access to a myriad of complimentary online resources including: The Buyer-Centered Selling Workbook and a Concept Card on most of the chapters. These cards provide a quick overview of the chapter and they highlight key takeaways. Sellers can use these Concept Card as a quick reference or to refresh the concepts. \u003c\/p\u003e \u003cp\u003eScroll up and Purchase \u003cem\u003eBuyer-Centered Selling \u003c\/em\u003eright now. \u003c\/p\u003e\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 296\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.69 x 9 x 6 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eIllustrated:\u003c\/strong\u003e Yes\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e July 26, 2019\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":51793134944544,"sku":"9781948974042","price":36.72,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0974\/9764\/5344\/files\/2e1e2b9109f917d5182beef353bbe71c.webp?v=1780714638","url":"https:\/\/ebocreations.com\/products\/buyer-centered-selling-how-modern-sellers-engage-collaborate-with-buyers-hardcover","provider":"The E-Book Oasis LLC","version":"1.0","type":"link"}