relationship relationships cross-selling

books:

3 reviews
Bryce Webster

Prentice Hall Trade, 1987

Great guideline to the basics !!
Outstanding overall guideline to the consultive art of selling. I routinely use this book as an outline for my sales meetings, it has something to say on all the right subjects. "It's an easy read packed with great information on the basics".

The Consultative Real Estate Agent: Building Relationships That Create Loyal Clients, Get More Referrals, and ...

7 reviews
Kelle Sparta

AMACOM, 2005

Outstanding!!
As a new agent, I found this book invaluable to starting my business. The Consultative Real Estate Agent book gives insight not only to the real estate business and how to succeed, but prepares you for different types of people at different stages of transitioning from home to home. After reading other books, training through my company, and feedback from seasoned agents, nothing has prepared me ...

Consultative Closing: Simple Steps That Build Relationships and Win Even the Toughest Sale

3 reviews
Greg Bennett

AMACOM, 2006

Useful, step-by-step guide to help you finally seal the deal
Often, salespeople - even those who already practice "consultative" selling - are reluctant to ask for the sale because they don't want to jeopardize a client relationship they've worked hard to develop. Yet, the whole point of developing the relationship is to generate sales. Sales trainer Greg Bennett offers a solution to this conundrum in the form of his "mini-steps" sales approach. He ...

The Quantum Leap to Payback Consultative Selling
Tony Stocker, Nigel Lawton

AuthorHouse UK DS, 2008

This publication is the first of two books planned to cover specific aspects of the sales processes, models and methodologies as taught by ESP concerning selling value, known as Payback Consultative Selling® (TM registered). This first publication deals with the selling aspect utilising ESP's ESPIRE® model. The second aspect of Payback Consultative Selling deals with negotiating prices to maximise margins having submitted a Payback Proposal ...

The Consultative Approach: Partnering for Results!

3 reviews
Virginia LaGrossa, Suzanne Saxe

Pfeiffer, 1998

Of considerable value to anyone working in an organization.
The book focuses on working with clients - any one with whom you work. Discusses partnering with others, and building trust and commitment. Covers the skills and techniques that make up the consultative approach, managing interpersonal relations with clients, and considers several types of partnering roles. Includes a glossary, resources and references. Our review finds that this is an ...

Consultative Hemostasis and Thrombosis

1 review
Craig S. Kitchens, Barbara M. Alving, ...

Saunders, 2007

Review
Outstanding book for the practicing hematologist who sees a lot of hemostasis and thrombosis cases.

Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels

7 reviews
Mack Hanan

AMACOM, 2003

A classic book for the sales practitioner!
This book is in it's 7th printing and it is a gem! I am currently working with one of the world's largest software companies on a process that they call Value Engineering. While it is more refined than the process that Mr. Hanan describes, he is definitely the original thought leader around delivering measurable value to the customer. I highly recommend this to anyone that is looking to get ...

Relationship Selling: The Fine Art Of Consultative Sales

7 reviews
Atul Uchil PhD

Outskirts Press, 2007

Dr. Uchil Truly Understands Selling
Dr. Uchil's book on Relationship Selling is filled with real-life examples. As the Principal of an emerging small business, I understand that relationship building is the key to my sucess. Dr, Uchil has revealed several techniques and secrest that I plan to use.

Consultative Brokerage
Rob Ekern

National Underwriter Company, 2007

Celebrate Selling: The Consultative-Relationship Way

1 review
Aldonna Ambler

Select Press, 1998

Great Insights into Selling Process
Reviewed by Bette Daoust, Ph.D. for Reader Views (6/06) This anthology of experience from a list of well-known experts is a real winner. The book gives insights into all aspects of consultative selling. You can view the selling process from relationship selling to needs analysis, asking questions, networking, listening skills, presentations and much more. Each topic covers fifteen pages jam ...

Consultative Brokerage: A Value Strategy
C.R. "Rob" Ekern, 2007

Consultative Brokerage®: A Value Strategy is based on real life production success and client retention. Practical, workable, and highly profitable techniques make this book a must have for any producer, sales manager, seasoned broker, or insurance company professional. At a glance the books explains: How to establish a quantifiable value proposition that will attract and retain clients How to establish a business discussion with buyers ...

Living Communion: Anglican Consultative Council Report

Church Publishing, 2006

This official report of the thirteenth meeting of the Anglican Consultative Council, held in June 2005 in Nottingham, England, includes texts of the Archbishop of Canterbury's presidential address, the daily record of the Council's proceedings, reports from throughout the Anglican Communion, and presentations by the Episcopal Church USA and the Anglican Church of Canada providing a theological rationale for their consent to the election of a ...

The Communion We Share: The Official Report of the 11th Meeting of the Anglican Consultative Council, ...
Scotland) Anglican Consultative Council Meeting 1999 (Dundee, Margaret Rodgers

Morehouse Publishing, 2000

The official report of the 11th meeting of the Anglican Consultative Council in Scotland.

Selling a Consultative Approach
Rix

McGraw-Hill Education, 1998

Consultative Selling: The Elements of the Planned Sales Call, an audio training set by Growth Development ...
Growth Development Associates, Eric Richardson, ..., 2007

The best of the best in any sport, profession or artistic discipline have analyzed and practiced their skills to become the outstanding performers that they are. Sales professionals must do the same to continually sell consistently in any circumstances. Growth Development Associates combines insightful analysis and clearly structured training methods with years of hard earned experience to present the most comprehensive sales and professional ...

Bankers in the Selling Role: A Consultative Guide to Cross-Selling Financial Services

2 reviews
Linda Richardson

Wiley, 1992

Bankers in the Selling Role
Banking in the 1980's is a more fiercely competitive business than at any other time in history. Today's banking professional is expected to initiate sales and increase market share even as the number of competing banks and banking services spiral upward. In order to succeed in this intensely competitive enviroment, today's bankers must add the skills of a salesperson to their portfolio of ...

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