Human to Human Selling: How to Sell Real and Lasting Value in an Increasingly Digital and Fast-Paced World

by Adrian Davis, Les Brown (Foreword by)

Overview

“Provides sound approaches, memorable thinking, and practical checklists for closing deals that work for both buyer and seller.” —Don Peppers and Martha Rogers, Ph.D., Founders of Peppers & Rogers Group, co-authors of Extreme Trust: Honesty as a Competitive Advantage
 
In our increasingly digitized and fast-paced world, human relationships are often strained—sales relationships even more so. Today’s buyers are better informed, more sophisticated, and more transactional. As a result, sales professionals must navigate new challenges as they seek to develop meaningful relationships with these sometimes elusive buyers. In Human To Human Selling, sales strategist Adrian Davis details how sales professionals and the people who manage them can increase sales performance while developing strategic relationships with their customers. Bringing sales professionals out of the Industrial Age adversarial model of sales into the “Age of Business Reformation,” Human To Human Sellingpresents a step-by-step process for building symbiotic relationships with buyers—connections that are both mutually rewarding and emotionally fulfilling and lead to the “right-fit” customer. 

Product Details

ISBN-13:	9781614485414
Publisher:	Morgan James Publishing
Publication date:	12/31/2020
Sold by:	Barnes & Noble
Format:	eBook
Pages:	199
File size:	1 MB

About the Author

Adrian Davis is a business strategist and trusted advisor for chief executives and business owners who has been studying sales methodology for over twenty years. He has an in-depth understanding of what it takes to drive sales performance and has critical insights to share with business leaders to help them get more sales, faster, with better customers. As president and CEO of management consulting firm Whetstone Inc., he has worked with organizations such as AOL, The Globe & Mail, KPMG, Sonova, Stantec, Motorola, Dupont, Aviva, School Specialty, and PricewaterhouseCoopers. His talented team has developed a reputation for leading organizations to innovative and practical solutions that enhance customer value and dramatically increase sales and profitability. Adrian is a certified professional in Business Process Management (P.BPM) and a certified Competitive Intelligence Professional (CIP). A thought-provoking and inspirational speaker, he is frequently called upon to address senior management teams and sales groups on corporate strategy, competitive advantage, and sales performance.

Read an Excerpt

Whether we like it or not, the world is changing. Now that the Internet is a primary means of commerce and communication, our world has become more transparent, buyers have become more powerful, and businesses will have to change to compete in this new transparent environment.

Fortunately, the changes being forced upon us are good. They not only serve the best interest of buyers, they also serve the best interest of sellers.

You may be thinking, “Why do we need to change the way we do business? Haven’t we spent a lot of time developing and delivering great products and services? Don’t we deliver them on time? Haven’t we brought down our costs to make our goods and services more affordable? Hasn’t it all been done already?”

Table of Contents

Acknowledgments
About the Author
Introduction

Part One: Redefining the Customer Relationship: From Adversarial to Human
Chapter 1: A Brief History of Customer Relationships
Chapter 2: Selling to Humans: The Five Stages of Relationship Development

Part Two: Human-to-Human Selling: Getting Involved
Chapter 3: Follow the Buying Cycle
Chapter 4: Phase One: Awareness
Chapter 5: A-SALE and a Story
Chapter 6: Phase Two: Assessment
Chapter 7: Phase Three: Apprehension
Chapter 8: Phase Four: Action
Chapter 9: Phase Five: Adoption

Part Three: The Human-to-Human Enterprise: Growing Up
Chapter 10: The Human-to-Human Enterprise Lifecycle: The Five Stages of Company Development
Chapter 11: The Winners’ Quadrant
Chapter 12: The Way Forward
Resources

Editorial Reviews

Few things are more important than recognizing the value that customers create for your company. Of course, they create the most value for you when you create the most value for them. Simple, but it's shocking how many companies are busy marketing and selling—and forget this simple truth. Adrian Davis has laid out a plan designed to help novice and experienced salespeople, and the executives who manage them, grow their own companies by helping their customers succeed. More than just inspiration, this book provides sound approaches, memorable thinking, and practical checklists for closing deals that work for both buyer and seller. You need this book on your bookshelf, and in your head every time you work with a customer.”

— Don Peppers and Martha Rogers, Ph.D., Founders of Peppers & Rogers Group, Co-authors of Extreme Trust: Honesty as a Competitive Advantage and a series of bestselling books on customer relationships and customer value

From the Publisher