Championship Selling: A Blueprint for Winning with Today's Customer

by Tom Blake, Tom Hodson, Tony Enrico

Book Overview

If the process of buying and selling makes the world go round, then why does it have such a lousy reputation? Customers are wary of those who come selling, and salespeople have become embarrassed by their roles. Reversing this trend means adopting a new mindset, different processes, and fresh disciplines. In Championship Selling, three of North America's most respected sales leaders offer a powerful, yet remarkably simple, vision of what it...

• Format: Hardcover
• Language: English
• ISBN: 047083675X
• ISBN13: 9780470836750
• Release Date: September 2005
• Publisher: Wiley
• Length: 272 Pages
• Weight: 3.34 lbs.
• Dimensions: 0.8" x 6.3" x 9.2"

Customer Reviews

A call to sales action & change

Three of North America's most respected sales leaders present a call to action urging companies and salespeople to change behaviors to keep up with a modern competitive business environment: this call isn't unusual; but what is unusual is its result: CHAMPIONSHIP SELLING; A BLUEPRINT FOR WINNING WITH TODAY'S CONSUMER. The book emphasizes that business building strategies need to be at the top of the drive for business success - and it tells how to hone customer-focused processes to do so. Chapters focus on common barriers to communications and effective listening, and how they may be overcome. This isn't just theory, either: the authors have worked with businesses and presented the principles of CHAMPIONSHIP SELLING, to see businesses increase by 30% or more.