THE HANDBOOK OF CHANGE LEADERSHIP
Change happens fast in today's global, Internet-driven economy. Learn how to get ahead of these changes-and your competitors-by creating irresistible value for your customers and stakeholders.
In an era of globalization and internet commoditization, salespeople (and the companies they work for) are in danger of becoming irrelevant. In this Darwinian environment, the traditional approach of selling solutions to problems no longer creates profitable differentiation. To survive, salespeople and business leaders must become agents of change and help customers or stakeholders achieve their goals rather than simply solve their problems. This new, change-centric approach is the next evolution in selling, enabling companies to develop deeper, more profitable customer relationships and to be more agile and adaptive to changing conditions.
With twenty years of experience, most recently with Microsoft Corporation, Brett Clay has developed a complete tool-set for change-centric salespeople and executives, including 101 secrets for growing sales and delivering high value to customers.
Readers will understand the five disciplines of change leadership and the secrets of change psychology that will turn them into vital assets for their customers and help them achieve explosive business growth.
Selling Change will help you:
Successfully lead projects and change initiatives Increase your revenue and income Lock out your competitors Maintain higher profit margins Improve the competitiveness of your sales force Become a strategic resource for your customers Have buyers calling you instead of you calling buyers Develop strong, long-term relationships with your customers Bust the myth that sales people and leaders have to be pushy to be successful Achieve your financial and personal goals
About Brett Clay
See more books from this Author
Published January 1, 2010
by ARIVA Publishing.
Business & Economics, Health, Fitness & Dieting, Professional & Technical.