Smarter Selling : How to grow sales by building trusted relationships

Every now and then, you read a book that turns accepted wisdom on its head and shows a new way.  This is one of those books. Rick Adkinson, CEO, Private Capital, Hong Kong. "Success in the consultative sale is all about creating customer value from every meeting, but few salespeople know how to do this. This book has many useful and practical ideas to help salespeople improve their value-creating capabilities." Neil Rackham, best-selling author of SPIN Selling.  The tools covered in this book will help any sales person who wants to make the shift from a traditional to a consultative approach and ultimately towards becoming a trusted advisor. Charles H. Green. Best selling co-author of The Trusted Advisor The Smarter Selling approaches really improved our people's ability to engage with clients and spot opportunities to deliver additional value." Tom Keller, President, Iron Mountain Eastern Europe and Scandinavia SHOWS YOU THE SMARTER WAY TO SELL: BUILDING TRUSTED, CONSULTATIVE RELATIONSHIPS WITH YOUR CUSTOMERS Whatever you sell, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well.