Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it

3,78 valoración promedio
( 27 valoraciones por Goodreads )
 
9780964355392: Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it
Reseña del editor:

What is stopping you from closing all of the sales you deserve to close? Hint: it's not you, not your solution, and not the buyer. It's the sales model itself. Now, in this revolutionary book written by the visionary and NYTimes Business Bestseller Selling with Integrity, go behind-the-scenes with the buyer and learn all of the details that go on off-line prior to a purchase. And learn the 12 'dirty little secrets' that are part of the sales model that actually prevents buyers from buying. Dirty Little Secrets: why buyers can't buy and sellers can't sell and what to do about it breaks down the entire buying decision process, and offers a complete understanding of how buyers buy - the steps they go through, the systems issues they must manage internally, the types of decisions they must make. And learn how the sales model manages merely the last action that buyers take before they adopt a solution. Moving beyond her 7 other highly acclaimed books on her revolutionary Buying Facilitation® model, her new book goes to the heart of the buying decision, with great examples and a complex case study to teach the model. Selling with Integrity reviews: "Finally, a sales paradigm which supports our spiritual values and lays the foundation for the shifts occurring in business today.” Ken Blanchard, coauthor of The One Minute Manager "Morgen's Buying Facilitation® is light years ahead of the rest of the field.” Philip Kotler, author of Marketing Management Dirty Little Secrets reviews: “Because of this book, we’ll never be able to go back to the old way of selling. It teaches us how buying decisions are made - missing from the industry until now. This book is too big to push under the rug: It’s crystal clear and easy to understand, and necessary for any serious sales professional.” Jeff Blackwell, Founder SalesPractice.com “This book is a dead-on analysis of how buying decisions get made.” Anne Miller, author Metaphorically Selling “Sharon Drew has turned traditional sales thinking upside down and has provided a tactical roadmap for sellers to help buyers get the internal buy-in necessary to buy.” Michael Norton, Founder CanDoGo.com “Dirty Little Secrets takes us inside our buyer's decision-making process where we discover factors they need to address prior to buying - most of them having nothing to do with our solution.” Jill Konrath, author Selling to Big Companies “Revealing the secret to how people really buy has been untouched... until now! Dirty Little Secrets delivers powerful insights and practical thinking that transform not only selling but all forms of decision making.” Lee J. Colan, author Sticking to It “Having pioneered the new sales paradigm more than two decades ago, Sharon Drew is back with a very human, accessible and powerful approach.” Britton Manasco, Principal Manasco Marketing Partners “This is not a business-as-usual book, but a dramatic change in how we sell. Someday Buying Facilitation® will be a natural part of our sales process.” Reg Nordman, Managing Partner Rocket Builders “Dirty Little Secrets is a must read for all senior executives: Morgen explains why sales fails and provides deep insight into how customers decide.” Mark Dallmeir, CEO The ROBB Group Holdings “Sharon Drew’s Buying Facilitation® model is the only approach that manages the off-line decision making. We’ve used her process for 10 years and our revenues have grown consistently. Dirty Little Secrets should be on the desk of every CEO and sales professional.” Jack Hubbard, CEO St. Meyer & Hubbard. “Social entrepreneurs and progressives get uncomfortable about sales techniques and wary of ‘manipulating’ people. Dirty Little Secrets teaches how to serve customers with no persuasion or manipulation - how to do good, make money and keep integrity intact.” Gil Friend, CEO Natural Logic

Biografía del autor:

Morgen is a former stockbroker at Merrill Lynch, is an international entrepreneur, speaker, and sales trainer.

Jill Konrath is a sales strategist whose clients include IBM, Microsoft, Accenture, Staples, Hilton, and numerous midmarket firms. She s a frequent speaker at sales conferences and kickoff meetings. Her previous books include Selling to Big Companies (one of Fortune s Must Reads for sellers) and SNAP Selling. Visit www.jillkonrath.com for her blog, newsletter, and other resources.

"Sobre este título" puede pertenecer a otra edición de este libro.

Los mejores resultados en AbeBooks

1.

Sharon Drew Morgen
Editorial: Morgen Publishing, United States (2009)
ISBN 10: 0964355396 ISBN 13: 9780964355392
Nuevos Paperback Cantidad: 10
Impresión bajo demanda
Librería
The Book Depository US
(London, Reino Unido)
Valoración
[?]

Descripción Morgen Publishing, United States, 2009. Paperback. Estado de conservación: New. 224 x 147 mm. Language: English . Brand New Book ***** Print on Demand *****. What is stopping you from closing all of the sales you deserve to close? Hint: it s not you, not your solution, and not the buyer. It s the sales model itself. Now, in this revolutionary book written by the visionary and NYTimes Business Bestseller Selling with Integrity, go behind-the-scenes with the buyer and learn all of the details that go on off-line prior to a purchase. And learn the 12 dirty little secrets that are part of the sales model that actually prevents buyers from buying. Dirty Little Secrets: why buyers can t buy and sellers can t sell and what to do about it breaks down the entire buying decision process, and offers a complete understanding of how buyers buy - the steps they go through, the systems issues they must manage internally, the types of decisions they must make. And learn how the sales model manages merely the last action that buyers take before they adopt a solution. Moving beyond her 7 other highly acclaimed books on her revolutionary Buying Facilitation model, her new book goes to the heart of the buying decision, with great examples and a complex case study to teach the model. Selling with Integrity reviews: Finally, a sales paradigm which supports our spiritual values and lays the foundation for the shifts occurring in business today. Ken Blanchard, coauthor of The One Minute Manager Morgen s Buying Facilitation is light years ahead of the rest of the field. Philip Kotler, author of Marketing Management Dirty Little Secrets reviews: Because of this book, well never be able to go back to the old way of selling. It teaches us how buying decisions are made - missing from the industry until now. This book is too big to push under the rug: Its crystal clear and easy to understand, and necessary for any serious sales professional. Jeff Blackwell, Founder This book is a dead-on analysis of how buying decisions get made. Anne Miller, author Metaphorically Selling Sharon Drew has turned traditional sales thinking upside down and has provided a tactical roadmap for sellers to help buyers get the internal buy-in necessary to buy. Michael Norton, Founder Dirty Little Secrets takes us inside our buyer s decision-making process where we discover factors they need to address prior to buying - most of them having nothing to do with our solution. Jill Konrath, author Selling to Big Companies Revealing the secret to how people really buy has been untouched. until now! Dirty Little Secrets delivers powerful insights and practical thinking that transform not only selling but all forms of decision making. Lee J. Colan, author Sticking to It Having pioneered the new sales paradigm more than two decades ago, Sharon Drew is back with a very human, accessible and powerful approach. Britton Manasco, Principal Manasco Marketing Partners This is not a business-as-usual book, but a dramatic change in how we sell. Someday Buying Facilitation will be a natural part of our sales process. Reg Nordman, Managing Partner Rocket Builders Dirty Little Secrets is a must read for all senior executives: Morgen explains why sales fails and provides deep insight into how customers decide. Mark Dallmeir, CEO The ROBB Group Holdings Sharon Drews Buying Facilitation model is the only approach that manages the off-line decision making. Weve used her process for 10 years and our revenues have grown consistently. Dirty Little Secrets should be on the desk of every CEO and sales professional. Jack Hubbard, CEO St. Meyer Hubbard. Social entrepreneurs and progressives get uncomfortable about sales techniques and wary of manipulating people. Dirty Little Secrets teaches how to serve customers with no persuasion or manipulation - how to do good, make money and keep integrity intact. Gil Friend, CEO Natural Logic. Nº de ref. de la librería AAV9780964355392

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 16,71
Convertir moneda

Añadir al carrito

Gastos de envío: GRATIS
De Reino Unido a España
Destinos, gastos y plazos de envío

2.

Sharon Drew Morgen
Editorial: Morgen Publishing, United States (2009)
ISBN 10: 0964355396 ISBN 13: 9780964355392
Nuevos Paperback Cantidad: 10
Impresión bajo demanda
Librería
The Book Depository
(London, Reino Unido)
Valoración
[?]

Descripción Morgen Publishing, United States, 2009. Paperback. Estado de conservación: New. 224 x 147 mm. Language: English . Brand New Book ***** Print on Demand *****.What is stopping you from closing all of the sales you deserve to close? Hint: it s not you, not your solution, and not the buyer. It s the sales model itself. Now, in this revolutionary book written by the visionary and NYTimes Business Bestseller Selling with Integrity, go behind-the-scenes with the buyer and learn all of the details that go on off-line prior to a purchase. And learn the 12 dirty little secrets that are part of the sales model that actually prevents buyers from buying. Dirty Little Secrets: why buyers can t buy and sellers can t sell and what to do about it breaks down the entire buying decision process, and offers a complete understanding of how buyers buy - the steps they go through, the systems issues they must manage internally, the types of decisions they must make. And learn how the sales model manages merely the last action that buyers take before they adopt a solution. Moving beyond her 7 other highly acclaimed books on her revolutionary Buying Facilitation model, her new book goes to the heart of the buying decision, with great examples and a complex case study to teach the model. Selling with Integrity reviews: Finally, a sales paradigm which supports our spiritual values and lays the foundation for the shifts occurring in business today. Ken Blanchard, coauthor of The One Minute Manager Morgen s Buying Facilitation is light years ahead of the rest of the field. Philip Kotler, author of Marketing Management Dirty Little Secrets reviews: Because of this book, well never be able to go back to the old way of selling. It teaches us how buying decisions are made - missing from the industry until now. This book is too big to push under the rug: Its crystal clear and easy to understand, and necessary for any serious sales professional. Jeff Blackwell, Founder This book is a dead-on analysis of how buying decisions get made. Anne Miller, author Metaphorically Selling Sharon Drew has turned traditional sales thinking upside down and has provided a tactical roadmap for sellers to help buyers get the internal buy-in necessary to buy. Michael Norton, Founder Dirty Little Secrets takes us inside our buyer s decision-making process where we discover factors they need to address prior to buying - most of them having nothing to do with our solution. Jill Konrath, author Selling to Big Companies Revealing the secret to how people really buy has been untouched. until now! Dirty Little Secrets delivers powerful insights and practical thinking that transform not only selling but all forms of decision making. Lee J. Colan, author Sticking to It Having pioneered the new sales paradigm more than two decades ago, Sharon Drew is back with a very human, accessible and powerful approach. Britton Manasco, Principal Manasco Marketing Partners This is not a business-as-usual book, but a dramatic change in how we sell. Someday Buying Facilitation will be a natural part of our sales process. Reg Nordman, Managing Partner Rocket Builders Dirty Little Secrets is a must read for all senior executives: Morgen explains why sales fails and provides deep insight into how customers decide. Mark Dallmeir, CEO The ROBB Group Holdings Sharon Drews Buying Facilitation model is the only approach that manages the off-line decision making. Weve used her process for 10 years and our revenues have grown consistently. Dirty Little Secrets should be on the desk of every CEO and sales professional. Jack Hubbard, CEO St. Meyer Hubbard. Social entrepreneurs and progressives get uncomfortable about sales techniques and wary of manipulating people. Dirty Little Secrets teaches how to serve customers with no persuasion or manipulation - how to do good, make money and keep integrity intact. Gil Friend, CEO Natural Logic. Nº de ref. de la librería AAV9780964355392

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 17,06
Convertir moneda

Añadir al carrito

Gastos de envío: GRATIS
De Reino Unido a España
Destinos, gastos y plazos de envío

3.

Sharon Drew Morgen
Editorial: Morgen Publishing (2009)
ISBN 10: 0964355396 ISBN 13: 9780964355392
Nuevos Cantidad: > 20
Impresión bajo demanda
Librería
Pbshop
(Wood Dale, IL, Estados Unidos de America)
Valoración
[?]

Descripción Morgen Publishing, 2009. PAP. Estado de conservación: New. New Book. Shipped from US within 10 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Nº de ref. de la librería IQ-9780964355392

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 13,37
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 8,47
De Estados Unidos de America a España
Destinos, gastos y plazos de envío

4.

Sharon Drew Morgen
Editorial: Morgen Publishing (2009)
ISBN 10: 0964355396 ISBN 13: 9780964355392
Nuevos Cantidad: > 20
Impresión bajo demanda
Librería
Books2Anywhere
(Fairford, GLOS, Reino Unido)
Valoración
[?]

Descripción Morgen Publishing, 2009. PAP. Estado de conservación: New. New Book. Delivered from our UK warehouse in 3 to 5 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Nº de ref. de la librería IQ-9780964355392

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 13,75
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 9,23
De Reino Unido a España
Destinos, gastos y plazos de envío

5.

Morgen, Sharon Drew
ISBN 10: 0964355396 ISBN 13: 9780964355392
Nuevos Paperback Cantidad: > 20
Impresión bajo demanda
Librería
BargainBookStores
(Grand Rapids, MI, Estados Unidos de America)
Valoración
[?]

Descripción Paperback. Estado de conservación: New. This item is printed on demand. Item doesn't include CD/DVD. Nº de ref. de la librería 1696255

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 15,50
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 11,14
De Estados Unidos de America a España
Destinos, gastos y plazos de envío

6.

Sharon Drew Morgen
Editorial: Morgen Publishing (2009)
ISBN 10: 0964355396 ISBN 13: 9780964355392
Nuevos Tapa blanda Cantidad: 1
Impresión bajo demanda
Librería
Valoración
[?]

Descripción Morgen Publishing, 2009. Estado de conservación: New. This item is printed on demand for shipment within 3 working days. Nº de ref. de la librería GM9780964355392

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 20,30
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 6,99
De Alemania a España
Destinos, gastos y plazos de envío

7.

Sharon Drew Morgen
Editorial: Morgen Publishing
ISBN 10: 0964355396 ISBN 13: 9780964355392
Nuevos Paperback Cantidad: 20
Librería
BuySomeBooks
(Las Vegas, NV, Estados Unidos de America)
Valoración
[?]

Descripción Morgen Publishing. Paperback. Estado de conservación: New. Paperback. What is stopping you from closing all of the sales you deserve to closeHint: its not you, not your solution, and not the buyer. Its the sales model itself. Now, in this revolutionary book written by the visionary and NYTimes Business Bestseller Selling with Integrity, go behind-the-scenes with the buyer and learn all of the details that go on off-line prior to a purchase. And learn the 12 dirty little secrets that are part of the sales model that actually prevents buyers from buying. Dirty Little Secrets: why buyers cant buy and sellers cant sell and what to do about it breaks down the entire buying decision process, and offers a complete understanding of how buyers buy - the steps they go through, the systems issues they must manage internally, the types of decisions they must make. And learn how the sales model manages merely the last action that buyers take before they adopt a solution. Moving beyond her 7 other highly acclaimed books on her revolutionary Buying Facilitation model, her new book goes to the heart of the buying decision, with great examples and a complex case study to teach the model. Selling with Integrity reviews: Finally, a sales paradigm which supports our spiritual values and lays the foundation for the shifts occurring in business today. Ken Blanchard, coauthor of The One Minute ManagerMorgens Buying Facilitation is light years ahead of the rest of the field. Philip Kotler, author of Marketing ManagementDirty Little Secrets reviews: Because of this book, well never be able to go back to the old way of selling. It teaches us how buying decisions are made - missing from the industry until now. This book is too big to push under the rug: Its crystal clear and easy to understand, and necessary for any serious sales professional. Jeff Blackwell, Founder SalesPractice. comThis book is a dead-on analysis of how buying decisions get made. Anne Miller, author Metaphorically SellingSharon Drew has turned traditional sales thinking upside down and has provided a tactical roadmap for sellers to help buyers get the internal buy-in necessary to buy. Michael Norton, Founder CanDoGo. comDirty Little Secrets takes us inside our buyers decision-making process where we discover factors they need to address prior to buying - most of them having nothing to do with our solution. Jill Konrath, author Selling to Big CompaniesRevealing the secret to how people really buy has been untouched. . . until now! Dirty Little Secrets delivers powerful insights and practical thinking that transform not only selling but all forms of decision making. Lee J. Colan, author Sticking to ItHaving pioneered the new sales paradigm more than two decades ago, Sharon Drew is back with a very human, accessible and powerful approach. Britton Manasco, Principal Manasco Marketing PartnersThis is not a business-as-usual book, but a dramatic change in how we sell. Someday Buying Facilitation will be a natural part of our sales process. Reg Nordman, Managing Partner Rocket BuildersDirty Little Secrets is a must read for all senior executives: Morgen explains why sales fails and provides deep insight into how customers decide. Mark Dallmeir, CEO The ROBB Group HoldingsSharon Drews Buying Facilitation model is the only approach that manages the off-line decision making. Weve used her process for 10 years and our revenues have grown consistently. Dirty Little Secrets should be on the desk of every CEO and sales professional. Jack Hubbard, CEO St. Meyer and Hubbard. Social entrepreneurs and progressives get uncomfortable about sales techniques and wary of manipulating people. Dirty Little Secrets teaches how to serve customers with no persuasion or manipulation - how to do good, make money and keep integrity intact. Gil Friend, CEO Natural Logic This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Paperback. Nº de ref. de la librería 9780964355392

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 17,19
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 11,55
De Estados Unidos de America a España
Destinos, gastos y plazos de envío

8.

Sharon Drew Morgen
Editorial: Morgen Publishing (2009)
ISBN 10: 0964355396 ISBN 13: 9780964355392
Nuevos Paperback Cantidad: 10
Librería
Ergodebooks
(RICHMOND, TX, Estados Unidos de America)
Valoración
[?]

Descripción Morgen Publishing, 2009. Paperback. Estado de conservación: New. Nº de ref. de la librería INGM9780964355392

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 19,97
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 12,49
De Estados Unidos de America a España
Destinos, gastos y plazos de envío

9.

Sharon Drew Morgen
Editorial: Morgen Publishing (2017)
ISBN 10: 0964355396 ISBN 13: 9780964355392
Nuevos Paperback Cantidad: 10
Impresión bajo demanda
Librería
Murray Media
(North Miami Beach, FL, Estados Unidos de America)
Valoración
[?]

Descripción Morgen Publishing, 2017. Paperback. Estado de conservación: New. This item is printed on demand. Nº de ref. de la librería 0964355396

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 17,64
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 17,83
De Estados Unidos de America a España
Destinos, gastos y plazos de envío

10.

Morgen, Sharon Drew/ Konrath, Jill
Editorial: Morgen Publishing (2009)
ISBN 10: 0964355396 ISBN 13: 9780964355392
Nuevos Paperback Cantidad: 2
Librería
Revaluation Books
(Exeter, Reino Unido)
Valoración
[?]

Descripción Morgen Publishing, 2009. Paperback. Estado de conservación: Brand New. 272 pages. 9.00x6.00x1.00 inches. In Stock. Nº de ref. de la librería x-0964355396

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 21,33
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 17,30
De Reino Unido a España
Destinos, gastos y plazos de envío

Existen otras copia(s) de este libro

Ver todos los resultados de su búsqueda