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At Pro Excellence we are always on
the look-out for resources which will be most helpful
to our clients. Our book reviews are provided in association
with Amazon. For any book you buy via our site, Amazon
pay us a small commission which we donate to the Cranfield
Trust.
Relationship Selling : The Key
to Getting and Keeping Customers
by John Cathcart
Consultancy sales rely very heavily
on good working relationships between the consultancy
and the client. Without developing some form of relationship
there is unlikely to be any business. With good strong
relationship built on win-win principles you greatly
reduce competition. This deceptively small book delivers
a very powerful yet simple message in an easy to read
format. It is a sales classic and ideal for those involved
in consultancy sales who question the emphasis on 'closing
techniques' taught by so many sales trainers, books
and materials. It is our view that Relationship Selling
is the correct approach to selling of professional services.
It is made even more effective when combined with the
use of the SPIN® Selling questioning techniques.
Buy
it now
If you come
across a book that you feel worthy to be included please
email us with details at bookreviews@pro-excellence.com
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