Overview

We need trusting, customer-supplier relationships now more than ever. Technology allows us to understand customers far better at a data level and gives us myriad new ways to communicate. But this explosion of data and technology also creates noise; noise we have to cut through to find trust. Trust. It sits at the heart of all strong relationships. It is no less so in customer relationships. And without trust, the sales process becomes transactional. The dynamics of a technology-based, fast-paced, commercially oriented world cause many salespeople to fall into the transactional-selling trap. Customers tune out salespeople who waste their time and don't provide value. As a result, salespeople become disillusioned with the profession and seek quick fixes and less personal tactics to engage with customers. The Art of Relationship Selling teaches salespeople to move away from transactional selling and toward purposeful, sustainable relationship selling to become the indelible magic that brings their brand...and purpose...to life, in a way customers can feel and trust. If you're a salesperson who: Finds it harder to connect with customers and believes there must be a better way Is new to the profession and wants to know how to sell purposefully Wants to stay relevant in a changing world and be a 'linchpin' salesperson Wants more trusting and rewarding relationships with your customers Just wants to be better at what you do ...then this book is for you. If you are a sales leader who: Worries about the loyalty of your customers Believes relationships can now be handled by technology Wants a better sales culture ...then this book is for you. The shift from transactional selling to the art of relationship selling is a journey...and this book is your map.

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9781989737385

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ANDREW NISBET has spent over forty years selling, leading teams and developing long-lasting customer relationships. A coach and mentor, Andrew sits on multiple boards and, through his firm Shift Perspectives, he consults to companies in Australia and beyond on sales culture and customer engagement strategies.

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