Building the Foundations for Professional Selling: From Understanding to First Contact

Successful selling starts with understanding.When you start in sales, it is easy to feel pressured to act before you are ready. You have customers to contact, targets to understand, CRM records to update, and products to learn.But activity without judgement can waste time.This book, brought to you by two of the biggest names in the study of sales, helps you to lay strong foundations for the professionalism of your selling approach. You will learn how to explain your company, understand why customers buy, map who is involved in decisions, plan your sales activity, and prepare contact with a clear reason and next step.The aim is simple: move from uncertainty to success.Praise for previous work from this writing partnership: "Insightful, readable and above all truly useful.""...a grown-up book from authors who know what they are talking about.""A brilliant analysis of the skills, knowledge and behaviours required of today's sales professional.""The sat nav of selling."Dr Beth RogersRecognised internationally as a pioneer of sales education.Dr Jeremy NoadBusiness improvement and leadership professional with over 30 years' experience.