|Nationally renowned sales
trainers outline a new approach to selling, and share secrets from
top sales executives.
Gone are the days when salespeople sold products. Today they are expected to offer ideas, advice, perspective, information, wisdom and value that will improve their customer's business and provide a return on their investment. Few salespeople have achieved this level of mastery or know how to get there.
In THE MIND OF THE CUSTOMER: How Great Companies Like UPS,
The authors include tips, inspirations, and insider secrets gleaned from interviews with nearly 100 sales executives at the world's most successful corporations. Executives at such companies as Lexus, Nokia and UPS share their best practices on things salespeople most want to know: what works in a presentation, what they want—and don't want—from salespeople, and how they make their most critical purchasing decisions.
Readers also learn how to:
The Mind of the Customer is for every sales leader, sales professional, and business leader who wants to stay ahead of rapidly changing business realities and take their organizations, teams, and selves to a new level of competitive advantage.