The outlook for selling as a career has darkened with the spread of automated and electronic transactions and product sales. How, then, can the modern salesperson succeed? By embracing a consultative sales approach, a salesperson can build one-to-one relationships with clients and become their expert resource for product information. Starting from shine-your-shoes-and-tuck-in-your-shirt basics, consultants Jeffrey Gitomer and Ron Zemke present a highly readable, detailed plan for managing every aspect of the transition from transactional to relationship-based selling. Beginning salespeople can use this book as a how-to guide for developing their careers, while seasoned professionals will gain from its straightforward instructions for developing a portfolio of long-term customers. Managers will relish the tools for cataloguing and improving their sales force’s skills. For these reasons, getAbstract recommends this book for sales professionals at every level.
In this summary, you will learn
- Why developing long-term relationships with your customers is the key to success
- How to build a consultative selling practice
- Which five factors matter the most to customers.
About the Authors
Jeffrey Gitomer Gitomer is president of Buy/Gitomer, editor of the monthly newsletter SalesMasterMind, and author of The Sales Bible, Customer Satisfaction is Worthless - Customer Loyalty is Pricelesand Sales Moves a weekly column. Ron Zemke is president of Performance Research Associates. He is co-author of the Knock Your Socks Off Service series and author of Service America America and 18 other management titles. He has been senior editor of Training Magazine since 1976.