Collaborative Selling: How to Gain the Competitive Advantage in Sales

Collaborative Selling How to Gain the Competitive Advantage in Sales "Quality was the key word for success in the '80s. Team selling that makes the customer a true partner will be the point of differentiation in the '90s. Collaborative Selling lays out a clear road map for value-added marketing." -Buck Rodgers Former Vice President of Marketing, IBM Corporation Author, The IBM Way "The traditional 'hard sell' approach to customers is passé successful selling in the '90s requires building a partnership with customers. Collaborative Selling tells you how to develop a cooperative, long-term relationship with your customers." -Og Mandino Author, The Greatest Salesman in the World "Tony and Rick are masters of win-win communications. Their new book will take you above and beyond the competition." -Denis Waitley Author, The New Dynamics of Winning "Collaborative Selling offers a fresh, new look at the art of selling that focuses on solving customers' problems and meeting your customers' needs." -Dr. Charles Garfield, President The Charles Garfield Group Based on a dynamic new approach proven in sales training programs in some of the nation's most successful companies, Collaborative Selling supplies a results-driven, six-step communication and problem-solving program that helps you accurately target your market...;identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both.Tony Alessandra is the author of 'Collaborative Selling: How to Gain the Competitive Advantage in Sales', published 1993 under ISBN 9780471596646 and ISBN 0471596647.