Selling for the Long Run

<h4>CREATE RELATIONSHIPS THAT LEAD TO REPEAT SALES--FOR THE LONG RUN!</h4><p><i><b>Selling for the Long Run</b> stands head and shoulders above the run-of-the-mill sales books. If you're in the business of selling complex products or solutions it's a blueprint for business success. Don't just read this book--use its principles and strategies every day and it will fundamentally improve the results you achieve.</i> -- Donal Daly CEO The TAS Group</p><p><i>This book provides a fresh unique and contemporary perspective on the welldocumented subject of selling in a complex business-to-business world. Wendy Reed gives the reader a contemporary road map for the modern-day buyer-centric sales philosophy. Read it and learn an approach that most certainly enables sales success.</i> -- Richard E. Eldh Co-President SiriusDecisions Inc.</p><p><i>The fact that buying behavior has changed dramatically is clear to all sales professionals; how to change the way you sell in response is not. <b>Selling for the Long Run</b> offers new insights into how to develop and enrich relationships with clients to not only close more business this year but become the partner of choice going forward as well.</i> -- Jim Dickie Managing Partner CSO Insights</p><p><i><b>Selling for the Long Run</b> provides an easy-to-follow road map to the kind of customer collaboration that can dramatically change the relationship between buyer and seller and lead to deeper more successful and enduring partnerships.</i> -- John Golden CEO Huthwaite</p><p><i>Until more universities offer degree programs in sales effectiveness this book is required reading for anyone carrying a quota.</i> -- Peter Ostrow Research Director Aberdeen Group a Harte-Hanks Co.</p><p><b>ARE YOU IN A GOOD RELATIONSHIP?</b></p><p><i>Selling for the Long Run</i> provides the key principles for acquiring and maintaining satisfied repeat-buying customers. How is this achieved? One word: relationships. At first glance the answer seems simple-but is any relationship simple?</p><p>Wendy Reed CEO of the global sales training firm InfoMentis helps you make the transformation from an average salesperson who simply presents products to a great salesperson who serves as a collaborative partner with the customer. It's the best sales approach for good economic times and it's the only one that works when times are tough.</p><p>When the buyer perceives you as an advocate for his or her needs trust is created--and great things follow. Outlining a strategic plan for building customer focus and collaboration into every stage of the sales cycle Reed provides an insider's perspective to help you:</p><ul> <li>View the sales process from the customer's point of view</li><li>Align your offering with the buyer's needs</li><li>Perform proper due diligence before creating your strategy</li><li>Gain clearer vision into revenue pipelines and forecasts</li><li>Deliver on all promises made--both explicit and implicit</li></ul><p><i>Selling for the Long Run</i> is a blueprint for reenvisioning and retooling your sales cycle to seize the competitive advantage--and keep it. Like any customer in any industry your prospective buyer's number-one concern is value--bottom line. In the end he or she wants to make a purchase from a trustworthy partner--which is why you have to stop looking for that one magical sales technique and start building the kind of relationships that generate results. Take your first step with <i>Selling for the Long Run</i>.</p>