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Smarter Selling


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Table of Contents

Acknowledgements About the authorsIntroduction 1 I Owe U - second generation consultative sales strategies1.1 Selling today1.2 Next generation selling1.3 The I Owe U sales journey 1.4 Customer or client 2 How other people really see you2.1 Why you need to know how others see you2.2 Who you are2.3 The OctagonTM Behavioural Assessment 2.4 What are you going to do next?2.5 Finding out what other people really think 3 Understanding and changing your relationships3.1 Types of relationship3.2 Knowing where you are with a relationship3.3 How to change your relationships 3.4 A matrix of relationships 4 Understanding and adapting to buyers4.1 Different organisational approaches to buying4.2 Buyer types and their influence4.3 Roles4.4 Personal preferences 5 Building rapport and trust - the I Owe U approach5.1 Control and structure5.2 I Owe U 6 Uncovering real needs6.1 Personal power6.2 Introducing SHAPE6.3 Surface (the facts)6.4 Hunt (for challenges) 6.5 Adjust (to signal direction)6.6 Paint (for positive future outcomes)6.7 Engage (to move to action)6.8 Summary of SHAPE and tools to assist your learning6.9 An easier SHAPE6.10 Common areas for questioning6.11 Spicy Questions6.12 Value-Sheets 7 Moving to a higher level7.1 Different levels of conversation7.2 Getting from level 1 to level 4 8 Cementing credibility and trust8.1 Confirming the situation8.2 No proposals8.3 Proof 9 Presenting your ideas for positive impact9.1 Audience9.2 Structure9.3 Delivery9.4 Pulling it all together 9.5 Q & A9.6 Visuals
10 Getting smarter: putting I Owe U to work 11 Summary of key messages Appendices1. Your OctagonTM behavioural assessment2. Your OctagonTM action plan3. Buyer Feedback Tool4. Blank planning sheets5. Recognising SHAPE questions Index

About the Author

Keith Dugdale is the CEO of Inparallel Australasia Pty Ltd, an Australian based specialist in human behaviour in the workplace. He has been focusing on the sales side of this for the last seven years and has been consulting with individuals, local companies and global organisations. Keith worked for many years with business consultants PricewaterhouseCoopers in the UK, China, Singapore, Hong Kongand Australia. He held senior positions in people development and business development. Keith is qualified in several personality and behavioural tools.David Lambert is the CEO of MenTacTion Limited, a Hong Kongbased specialist communications and training consultancy. He began to specialise in communications more than 15 years ago and in the intervening period has consulted for many leading companies, organisations and government bodies helping them improve their internal and external communications. David worked for five years with a specialist corporate communications consultancy in the UKand for eight years with business consultants PricewaterhouseCoopers, where he held senior positions in business development, marketing and communications and, finally, as head of the Pricewaterhouse Coopers Leadership Academy. David is qualified in a number of personality and behavioural tools.

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