Collaborative Selling: How to Gain the Competitive Advantage in Sales

Collaborative Selling How to Gain the Competitive Advantage in Sales "Quality was the key word for success in the ’80s. Team selling that makes the customer a true partner will be the point of differentiation in the ’90s. Collaborative Selling lays out a clear road map for value-added marketing." —Buck Rodgers Former Vice President of Marketing, IBM Corporation Author, The IBM Way "The traditional ‘hard sell’ approach to customers is passé successful selling in the ’90s requires building a partnership with customers. Collaborative Selling tells you how to develop a cooperative, long-term relationship with your customers." —Og Mandino Author, The Greatest Salesman in the World "Tony and Rick are masters of win-win communications. Their new book will take you above and beyond the competition." —Denis Waitley Author, The New Dynamics of Winning "Collaborative Selling offers a fresh, new look at the art of selling that focuses on solving customers’ problems and meeting your customers’ needs." —Dr. Charles Garfield, President The Charles Garfield Group Based on a dynamic new approach proven in sales training programs in some of the nation’s most successful companies, Collaborative Selling supplies a results-driven, six-step communication and problem-solving program that helps you accurately target your market…identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both.

Business & Money

Alessandra, Tony

Barrera, Rick

Management & Leadership

wiley

The ultimate sales training system for results-hungry sales pros who want to excel in today’s complex sales arena… Collaborative Selling How to Gain the Competitive Advantage in Sales "Quality was the key word for success in the ’80s. Team selling that makes the customer a true partner will be the point of differentiation in the ’90s. Collaborative Selling lays out a clear road map for value-added marketing." —Buck Rodgers Former Vice President of Marketing, IBM Corporation Author, The IBM Way "The traditional ‘hard sell’ approach to customers is passé successful selling in the ’90s requires building a partnership with customers. Collaborative Selling tells you how to develop a cooperative, long-term relationship with your customers." —Og Mandino Author, The Greatest Salesman in the World "Tony and Rick are masters of win-win communications. Their new book will take you above and beyond the competition." —Denis Waitley Author, The New Dynamics of Winning "Collaborative Selling offers a fresh, new look at the art of selling that focuses on solving customers’ problems and meeting your customers’ needs." —Dr. Charles Garfield, President The Charles Garfield Group Based on a dynamic new approach proven in sales training programs in some of the nation’s most successful companies, Collaborative Selling supplies a results-driven, six-step communication and problem-solving program that helps you accurately target your market…identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both.

Marketing & Sales

There are really only two ways to sell anything. One is a struggle most of the time. Let's call this one "Hard Selling". The other seems pretty effortless. I call this one "Collaborative Selling". I must admit that both will get you some business. However, "Hard Selling" is always uphill battle. "Collaborative Selling," on the other hand, guarantees you huge rewards, an endless flow of ready-to-buy prospects, and creates an environment for you to have incredible fun doing it. Before we go any further we have to clarify which method you have been using. Here's a simple test that should give you a clue if you're not already sure. Answer these 3 questions: *How much of your business comes from unsolicited referrals? *How many of your customers buy from you again and again? *Is the closing of the sale easy or hard? When you become a part of your customers' very own support staff (which is the case in "Collaborative Selling"), you will consistently get referrals and repeat business. Hopefully you do get a lot of referral and repeat business. Unfortunately, too many salespeople I work with can't say that. If that sounds like you, I can help you transform your results. Here is the pattern I notice in many sales people. They constantly jump from job to job. They change entire industries. And they are constantly looking for new customers. I had to learn this lesson myself the hard way… Back in 1966, when I was just 19 years old, I made more money than my dad or anyone else in my family. You won't believe how. I sold pots and pans. They were very expensive. They sold for nearly $300. Remember. This was over 35 years ago when you could buy a decent used car for that amount. On my first sale, I sold a friend what we called our "Golden Opportunity" package. So not only did she get the pots...she also plunked down an extra $200 on some china. Hey! They were nice plates. Now she didn't really want all this stuff. She just didn't have the power to say "No." My offer and my close were way too strong for her to resist. Sounds good right? Not so fast. You have to look deeper. Here's what happened next... When I delivered the cookware, I asked her to go get her address book. It was time to get a list of referrals. Right? Wrong! She said no. I asked, "Why not? I don't understand." She said, "I don't want you to do to my friends what you did to me." "What's that?" I asked. She looked at me and said, "Tony, you sold me." I still remember how terrible that statement made me feel. She might as well have said I violated her. That's what it sounded like to me. It was a crushing blow. What's the lesson here? Sure, I made the sale. But ultimately I paid the price. I couldn't see it at first. But I paid for it emotionally. I paid for it financially. But worst of all, I paid for it spiritually. It didn't happen all at once, but my sales eventually began to drop off. The biggest reason was, I didn't feel good about what I was doing. It sounds a little cheesy, I know. But don't think for a second that the way you feel, who you are, or what you believe about your product or service, does not affect how well you do. It does! But that's not all. I also didn't feel good about the way my customers saw me. I remember I used to practically pray that I wouldn't see my customers at the store, walking downtown, or standing in line at the movie theater. Maybe you've been there. Anyway, it took me a number of years to figure out what was causing all the struggle. That was then. Here's what I discovered... Back in the 60's and 70's, selling was pretty simple. All you had to do was have a great opening line, a good pitch, and a strong close and you would get sales. You can't do that today. Your customers are too smart. They are too savvy. Yet a lot of sales people way underestimate the knowledge and intuition their prospects come armed with. Just think. They research the Internet. They shop around. They

Collaborative Selling: How To Gain The Competitive Advantage in Sales

Alessandra, Rick

Alessandra & Associates, Inc.

We Before Me is the first core principle of Heart of Leaders-because it's the most important. Take a look at nearly any instance of organizational or team dysfunction, and you'll discover selfishness. Whether in the form of competition for resources, recognition or promotions or the ego-driven need to take responsibility for team wins, selfishness is at the root of organizational dysfunction. Humans succeed the most when collaborating, so it makes sense to think of cooperation as a tool. So how do we compete against other companies or even other nations? By out-cooperating them. A description of our diverse faculty almost sounds like the beginning of a joke: an astronaut, a mountain climber, a CEO, an actor and a Navy SEAL walk into a bar... but this book is no joke. Each of these faculty members has led a high-performance team to do the extraordinary in the face of the most difficult challenges Wall Street and corporate America have to offer. Yet they all have a remarkably similar point of view on leadership. We call it We Before Me Leadership, and the program we run for high potential leaders each year is called The Heart of Leaders. At the Center for Heart Led Leadership in Denver, Colorado, we believe that a focus on team members is the transformational strategy that will enable any organization to accomplish its mission faster and more profitably, while lowering stress levels and delivering extraordinary customer experiences. Citing studies from Harvard, Gallup, and Fortune's List of the 100 Best Companies to Work for, we'll prove that it's possible. This is the revolutionary philosophy that you've been waiting for-no more abstract advice. This book will tell you exactly what you need to do to make your company a We Before Me success.

We Before Me: How to Eliminate Selfishness in the Workplace and Lead Your Team to Achieve

BookBaby

Presenting the stories of successful companies who rose out of virtual obscurity to dominate their markets, a guide to creating market differentiation by exceeding customer expectations outlines the author's TouchPoint Branding philosophies, in a volume complemented by a CD of supplemental materials and a software-driven study guide. 30,000 first printing.

Overpromise and Overdeliver: The Secrets of Unshakable Customer Loyalty

Portfolio Hardcover

Lock in customer loyalty by making--and keeping--a breakthrough brand promise that competitor's can't touch. Includes a free CD-ROM with supplemental materials and a software-driven study guide.

Overpromise and Overdeliver: Using TouchPoint Branding to Design and Deliver Extraordinary Customer Experiences

Portfolio Trade

The Wall Street Journal and BusinessWeek bestseller-fully revised and updated The old cliché is that smart companies underpromise and overdeliver. But in today's crowded market, underpromising is a ticket to oblivion. Companies like American Girl, Best Buy, and Apple came out of nowhere to dominate their markets. How did they scoop their bigger and wealthier competition? It wasn't through a fat marketing budget. It was because they made, and kept, dangerously ambitious promises. In fact, they overpromised to lure customers in-and then overdelivered to keep them. Rick Barrera shows how to make sure that every point of contact between your company and its customers is well executed and fulfills an over-the-top brand promise, to drive word of mouth and rapid growth.

Overpromise and Overdeliver (Revised Edition): How to Design and Deliver Extraordinary Customer Experiences

What are you waiting for? 
70% of Americans say they want to start their own company and according to the U.S. Bureau of Labor Statistics, you have an 80% chance of success! So, what is stopping you? 
The Entrepreneurship Imperative will provide everything you need to get your business up and running right now! Business consultant, professional speaker, author, and serial entrepreneur Rick Barrera believe that the ultimate cure for income inequality and robust economic growth is Entrepreneurship! 
America and most of the world was built on grits, guts and brains of entrepreneurs, but we seem to have lost our way. Too many of us now rely on JOBS for our livelihoods, and when those jobs dry up, or when our employers dump us because of technological or economic changes, we are left with nothing. 
We need to take control of our lives and our own personal economy and the best and fastest way to create real wealth is through entrepreneurship! We'll prove it! 
We will show you how to start your own company step-by-step, and give you practical, tactical solutions to many of the obstacles you will encounter. Perhaps most important, we will show you how to make a LOT more money working for yourself than you can make at your current JOB. 
It's your turn to take your slice of the economic pie and grow it through entrepreneurship! 
The Entrepreneurship Imperative will give you the know-how and the courage to start today. So, what are you waiting for?

The Entrepreneurship Imperative: How to Double Your Income and Get Control of Your Life by Starting Your Own Company Today! (Abridged Edition)

Simmons, Christina

Education & Reference

Bowker

Are you overwhelmed with projects but just can’t seem to break through with your brand? The last thing you need is another thing to do! This book is about doing less but having exponentially greater impact both internally and externally. You can dominate your marketplace…maybe even create a monopoly, and you can likely do it with less work than you are doing now. 
To win, you must align your most Critical Customer TouchPoints around a clearly articulated Overpromise that spells out exactly what you can do for your customers that no one else can do. Rick Barrera will show you how to think differently about your brand and your customers and how to align your TouchPoints to build a world class brand in far less time than traditional methods.

Alignment: The Shortcut to Marketplace Dominance

See the best price to sell, buy, or rent books by Barrera, Rick. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Barrera, Rick

See the best price to sell, buy, or rent books by Barrera, Rick. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Collaborative Selling: How to Gain the Competitive Advantage in Sales

Collaborative Selling: How to Gain the Competitive Advantage in Sales

Collaborative Selling: How To Gain The Competitive Advantage in Sales

We Before Me: How to Eliminate Selfishness in the Workplace and Lead Your Team to Achieve

Overpromise and Overdeliver: The Secrets of Unshakable Customer Loyalty

Overpromise and Overdeliver: Using TouchPoint Branding to Design and Deliver Extraordinary Customer Experiences

Overpromise and Overdeliver (Revised Edition): How to Design and Deliver Extraordinary Customer Experiences

The Entrepreneurship Imperative: How to Double Your Income and Get Control of Your Life by Starting Your Own Company Today! (Abridged Edition)

Alignment: The Shortcut to Marketplace Dominance