Select Selling

By Donal Daly and Paul O'Dea

Growing revenue in this evolved economy is a challenge. Products are hard to describe and value is difficult to explain. Traditional sales techniques are ineffective. Buyers are more sophisticated,... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 1860762972
• ISBN13: 9781860762970
• Release Date: October 2004
• Publisher: Oak Tree Press
• Length: 192 Pages
• Weight: 0.97 lbs.
• Dimensions: 0.6" x 6.0" x 9.0"

Customer Reviews

Selling is easy - just need to understand it from the Customers point of view

I've always thought sales was about understanding the customers needs and after reading this book I am thoroughly convinced. Not only should the sales person understand their customer, but the sales process should absolutely support this effort. I'm not a professional salesperson, in fact I'm an Engineer, but as with all professionals, 'selling' is an everyday part of my work life. I came across Select Selling when it was recommended to me as a lesson in understanding the customer buying process. What's interesting about the approach in Select Selling, is that it closely mirrors what we do when discussing features and requirements with customers and articulating them with our engineers. It makes perfect sense that the selling process should be aligned to the customer's perspective rather than as something disconnected and unassociated with them. I have spoken at length with Sales professionals in my company about this approach and it has definitely caused a change in their approach to interacting with our customers and accounts. I highly recommend reading this book.