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It's no longer enough to view a salesperson's job as closing. Today's superstars must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise.
In Duct Tape Selling, Jantsch shows how to tackle a changing sales environment, whether you're an individual or charged with leading a sales team. You will learn to think like a marketer as you:
Create an expert platform
Become an authority in your field
Mine networks to create critical relationships within your company and among your clients
Build and utilize your Sales Hourglass
Finish the sale and stay connected
Make referrals an automatic part of your process
As Jantsch writes: "Most people already know that the days of knocking on doors and hard-selling are over. But as I travel around the world speaking to groups of business owners, marketers, and sales professionals, the number-one question I'm asked is, 'What do we do now?'
"I've written this book specifically to answer that question. At the heart of it, marketing and sales have become activities that no longer simply support each other so much as feed off of each other's activity. Sales professionals must think and act like marketers in order to completely reframe their role in the mind of the customer."
Customer ReviewsMost Helpful
By P.N. on 07-19-17
overall a great audiobook.
this was a great audiobook for some fantastic information. Beware of being firehose with quite a bit of platforms, software, sale strategies, and other ideas that may apply to your business. Be sure not to get shiny object disease and make sure that you write everything down process it and then decide what makes sense for your company. Many of the ideas are very good but they have to be good timing as well.