TY  - BOOK
AU  - Dugdale, Keith
AU  - Lambert, David
TI  - Smarter selling: : how to grow sales by building trusted relationships
SN  - 9780273750444
AV  - HF5438.25 .D85 2011
PY  - 2011///
CY  - Harlow, England, New York
PB  - Pearson Education
KW  - Customer relations
KW  - Selling
KW  - Bibliography M1 - CO Marketing: Communication and Client Relationship
N1  - Includes bibliographical references and index; Introduction — 1. IOWEU : next generation sales strategies — 2. How your buyers really see you — 3. Understanding and changing your relationships — 4. Understanding and adapting to buyers — 5. Building rapport and trust — 6. Uncovering real value — 7. Moving to a higher level of conversation — 8. Cementing credibility and trust with your buyers — 9. Presenting your ideas for positive impact — 10. Getting smarter : putting IOWEU to work — 11. Summary of key messages — Additional Resources — Notes — Index
N2  - Learn what works and what doesn't work in selling today. The authors illustrate how to meet buyer's needs and increase sales numbers.This book shows readers the smarter way to sell -by building trusted consultative relationships with their customers. Whatever you are selling, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well
ER  -