Collaborative Selling: How to Gain the Competitive Advantage in Sales

By Anthony J. Alessandra and Rick Barrera

Book Overview

The ultimate sales training system for results-hungry sales pros who want to excel in today's complex sales arena... Collaborative Selling How to Gain the Competitive Advantage in Sales "Quality was the key word for success in the '80s. Team selling that makes the customer a true partner will be the point of differentiation in the '90s. Collaborative Selling lays out a clear road map for value-added marketing." --Buck Rodgers Former Vice President of Marketing, IBM Corporation Author, The IBM Way "The traditional 'hard sell' approach to customers is passE successful selling in the '90s requires building a partnership with customers. Collaborative Selling tells you how to develop a cooperative, long-term relationship with your customers." --Og Mandino Author, The Greatest Salesman in the World "Tony and Rick are masters of win-win communications. Their new book will take you above and beyond the competition." --Denis Waitley Author, The New Dynamics of Winning "Collaborative Selling offers a fresh, new look at the art of selling that focuses on solving customers' problems and meeting your customers' needs." --Dr. Charles Garfield, President The Charles Garfield Group Based on a dynamic new approach proven in sales training programs in some of the nation's most successful companies, Collaborative Selling supplies a results-driven, six-step communication and problem-solving program that helps you accurately target your market...identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both.

• Format: Paperback
• Language: English
• ISBN: 0471596655
• ISBN13: 9780471596653
• Release Date: September 1993
• Publisher: Wiley
• Length: 256 Pages
• Weight: 0.80 lbs.
• Dimensions: 9.0" x 0.7" x 5.9"

Customer Reviews

Excellent book to learn business-to-business sales

I found the book to be very helpfull. I have used the "intelligence" of the collaborative sales approach and found it very effective. A totally different concept than the traditional sales approach that most people think of when they think of sales people and more fun too. You will find everything you need in this book to be sucessfull in business-to-business sales if your willing to put in the time to make it work.