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What Makes Sales Meetings Significant

I read a book named 'Connective Selling' by John Timperley.
Since I'm a marketing staff, I don't know much about a practice in selling. But I occasionally feel that I should understand about exercises in selling especially when I talk with co-workers from sales force.
This is why I'm interested in this book.

In my opinion, this is a very practical book to understanding practices in selling. There're a large amount of experienced know-hows to nurture a good relationship with a customer.
As a headquarters staff, I sometimes have a visiting of a variety of sales people. I think there are very few people who prepare for the meeting with me. They don't understand our business and seldom read our website or an annual report.
They only talk about them, their products and services. Off course it's a really boring meeting for me, and almost all of them cannot make any deals.

In this book, author emphasizes a significance of learning about customer in advance.
Yes! I think if sales people were more sensitive about understanding us, we could have a meaningful meeting and solve some problems.

I can also adapt know-hows in this book for my work as a marketing staff.
There is a similarity between selling process and proposing marketing plans. Using know-hows in this book, I may be able to improve my propositions. This could be a practical textbook not only for sales people but almost all business people.

Connective Selling: The Secrets Of Winning 'Big Ticket' Sales
by John Timperley
Capstone (August 13, 2004)

Review in Japanese

Posted by dmate at 2005年03月14日 21:39 | TrackBack