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| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9780429446542 |
| Qualifying information |
(e-book : PDF) |
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(OCoLC)1040082327 |
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| Language code of text/sound track or separate title |
eng |
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HF5438.25 |
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| Classification number |
658.85 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Nixon, Peter, |
| 245 14 - TITLE STATEMENT |
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| Title |
The Business Developer's Playbook : |
| Remainder of title |
Relationship Selling Principles and the DNA of Dialogue Selling / |
| Statement of responsibility, etc |
by Peter Nixon. |
| 250 ## - EDITION STATEMENT |
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| Edition statement |
First edition. |
| 300 ## - PHYSICAL DESCRIPTION |
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| Extent |
1 online resource (158 pages) |
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BUSINESS & ECONOMICS / Management. |
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BUSINESS & ECONOMICS / Management Science. |
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| Topical term or geographic name as entry element |
Selling. |
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Business communication. |
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| Topical term or geographic name as entry element |
Negotiation. |
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| Corporate name or jurisdiction name as entry element |
Taylor and Francis. |
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| Uniform Resource Identifier |
https://www.taylorfrancis.com/books/9780429446542 |
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author. |
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Boca Raton, FL : |
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Productivity Press, |
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[2018]. |
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©2019. |
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text |
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computer |
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online resource |
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Includes bibliographical references and index. |
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Preface -- |
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Acknowledgments -- |
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About the Author -- |
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Chapter 1: What are you selling -- |
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Chapter 2: The Dialogue Sales Process -- |
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Chapter 3: Relationship Selling Principles -- |
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Chapter 4: A business developers workday - Peters top 10 worklist -- |
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Chapter 5: Other Important Sales Topics -- |
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Chapter 6: Conclusion -- |
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Appendix I: Relationship Selling Principles -- |
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Appendix II: Dialogue Puzzle -- |
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Appendix III: Dialogue Skills PRESA -- |
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Appendix IV: Dialogue Methods -- |
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Appendix V: Negotiation Tactics -- |
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Appendix VI: Conflict De-escalation tactics -- |
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Appendix VIII: Business Development roadmap. |
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This book is not about selling products -- it is about selling yourself, your ideas, and your services. This book explains an innovative dialogue sales process, and the relationship sales principles that underpin it. In every sales situation, there is both a seller and a buyer and, at different times, either the buyer or the seller may take the lead. The dance they perform may or may not lead to a deal, but it will leave them knowing a little more about each other's strengths and weaknesses. These two dancers are "connected" and follow the same steps -- The five steps they follow are to plan, connect, dialogue, record, and follow up. The five steps are the basis of the dialogue process.In addition, this book provides easy-to-follow guidance for three groups of people: 1. Professionals wanting to sell their services and improve their business development; 2. Thought leaders, change agents, innovators, entrepreneurs, senior public servants, and advocates wanting to sell their ideas to others; 3. Mid-career job seekers and recent graduates aiming to sell themselves into a dream job role either full or part-time. |
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Also available in print format. |
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Electronic books. |
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Print version: |
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9781138322585 |
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Click here to view. |
