{"product_id":"championship-selling-a-blueprint-for-winning-with-todays-customer-hardcover","title":"Championship Selling: A Blueprint for Winning with Today's Customer - Hardcover","description":"\u003cp\u003eby \u003cb\u003eTom Blake\u003c\/b\u003e (Author), \u003cb\u003eTom Hodson\u003c\/b\u003e (Author), \u003cb\u003eTony Enrico\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003eIf the process of buying and selling makes the world go round, then why does it have such a lousy reputation? Customers are wary of those who come selling, and salespeople have become embarrassed by their roles. Reversing this trend means adopting a new mindset, different processes, and fresh disciplines. In \u003ci\u003eChampionship Selling\u003c\/i\u003e, three of North America's most respected sales leaders offer a powerful, yet remarkably simple, vision of what it means to sell, as well as innovative techniques and tools for establishing mutually productive relationships with customers. \u003c\/p\u003e\u003cp\u003eMost selling today is the same as it has always been -- transactional. That is, the salesperson tries everything to get a foot in the door, follow their own agenda, close the deal and move on. However, transformational selling focuses on listening to, and working with, the customer to build enduring relationships that are valuable to both parties, and last far beyond the first transaction. \u003ci\u003eChampionship Selling\u003c\/i\u003e portrays sales as a complex, vital, ongoing process, and outlines techniques and exercises to help salespeople, and their companies, evolve from a transactional mentality to a transformational one, for better long-term results.\u003cbr\u003e \u003cbr\u003e \u003cb\u003ePraise for Championship Selling\u003c\/b\u003e\u003cbr\u003e \u003cbr\u003e \"Every business leader and sales professional will benefit from Championship Selling.\"\u003cbr\u003e --Jeffrey J. Fox, bestselling author of \u003ci\u003eHow to Become a Rainmaker\u003c\/i\u003e\u003cbr\u003e \u003cbr\u003e \"Championship Selling provides a comprehensive framework for individuals and entire companies to build lasting value. Read this book if you don't want to be left behind.\"\u003cbr\u003e --Mike Charette, Vice President Customer Development - Wal-Mart, Johnson \u0026amp; Johnson\u003cbr\u003e \u003cbr\u003e \"Championship Selling will help you see the customer in a refreshing new light.\"\u003cbr\u003e --Tom Greco, Senior Vice President Sales, Frito-Lay North America\u003cbr\u003e \u003cbr\u003e \"Forget books on getting the customer to see it your way. Championship Selling tells you something much more valuable: how to see it the customer's way.\"\u003cbr\u003e --George Cooke, CEO, Dominion of Canada General Insurance\u003cbr\u003e \u003cbr\u003e \"The concepts in Championship Selling speak directly to the shift companies need to adopt if they want to position themselves for success in today's environment.\"\u003cbr\u003e --Steve Fox, Senior Vice President Customer Business Development, Nestlé\u003cbr\u003e \u003cbr\u003e \"Sales leaders of the future will need to become customer general managers. Championship Selling will get them on the right road - fast.\"\u003cbr\u003e --Tom Muccio, former President Global Customer Teams, Procter \u0026amp; Gamble\u003cbr\u003e \u003cbr\u003e \"You'll never look at customers the same way again.\"\u003cbr\u003e --Tim Boissinot, Executive Vice President, Quebecor\u003cbr\u003e \u003cbr\u003e \"Championship Selling gives you the tools to create enduring, sustainable value. If you want a leadership edge, this is the book to get.\"\u003cbr\u003e --Kevin Cashman, CEO, LeaderSource and bestselling author of \u003ci\u003eLeadership from the Inside Out\u003c\/i\u003e\u003c\/p\u003e\u003ch3\u003eFront Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eSelling is everyone's business. We're all affected by it every day of our lives, surrounded by things that have been bought and sold, each one satisfying a different, specific need. So if selling makes the world go round, then why does it have such a lousy reputation? Many customers are wary of those who call on them, and salespeople often feel adrift and unsupported in their roles. \u003c\/p\u003e\u003cp\u003eMany companies, focused myopically on the bottom line, have ignored the importance and potential of the selling function. But no amount of cost cutting and streamlining operations can grow revenues. Today, selling is at the very heart of a winning business. \u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eChampionship Selling, \u003c\/i\u003e three of North America's most respected sales leaders offer new ways of understanding the sales function, and of engaging the whole company around top-line growth. From the boardroom to the front lines, this fresh approach focuses on developing selling skills into critical instruments of success and business building. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eChampionship Selling\u003c\/i\u003e offers a powerful, yet remarkably simple, vision of what it means to sell, as well as innovative approaches and tools for establishing mutually productive relationships with customers. It outlines proven principles, processes, and exercises to help salespeople and their companies evolve from a transactional mentality to a transformational one, for better long-term results. Transactional selling--the desperate attempt to get a foot in the door, close the deal and move on--is a thing of the past. \u003ci\u003eChampionship Selling\u003c\/i\u003e focuses on listening to, and working with, the customer to build strategic solutions that create enduring value for both sides. \u003c\/p\u003e\u003cp\u003e\u003cb\u003e\u003ci\u003eChampionship Selling\u003c\/i\u003e\u003c\/b\u003e \u003c\/p\u003e\u003cul\u003e \u003cli\u003e Provides a clear blueprint to follow for building a championship organization around the selling function to vault past competitors into new levels of sustainable advantage.\u003c\/li\u003e \u003cli\u003e Introduces the Performance Pyramid, a roadmap that sales professionals, executives, managers, and trainers can use to develop customer-centric thinking.\u003c\/li\u003e \u003cli\u003e Features numerous examples, as well as self-assessment scorecards, sample action plans, and other practical tools to help readers hone their selling skills, and create succinct, compelling messages tailored to the customer.\u003c\/li\u003e \u003cli\u003e Includes \"10 Questions for Reflection\" at the end of each chapter in Part Two to help you build your own plan for sales success.\u003c\/li\u003e \u003cli\u003e Shows you how to accelerate growth--and sustain it--by following the \u003ci\u003eChampionship Selling\u003c\/i\u003e game plan.\u003c\/li\u003e\n\u003c\/ul\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eSelling is everyone's business. We're all affected by it every day of our lives, surrounded by things that have been bought and sold, each one satisfying a different, specific need. So if selling makes the world go round, then why does it have such a lousy reputation? Many customers are wary of those who call on them, and salespeople often feel adrift and unsupported in their roles. \u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eChampionship Selling\u003c\/i\u003e, three of North America's most respected sales leaders offer new ways of understanding the sales function, and of engaging the whole company around top-line growth. From the boardroom to the front lines, this fresh approach focuses on developing selling skills into critical instruments of success and business building. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eChampionship Selling\u003c\/i\u003e offers a powerful, yet remarkably simple, vision of what it means to sell, as well as innovative approaches and tools for establishing mutually productive relationships with customers. It outlines proven principles, processes, and exercises to help salespeople and their companies evolve from a transactional mentality to a transformational one, for better long-term results. Transactional selling--the desperate attempt to get a foot in the door, close the deal and move on--is a thing of the past. \u003ci\u003eChampionship Selling\u003c\/i\u003e focuses on listening to, and working with, the customer to build strategic solutions that create enduring value for both sides. \u003c\/p\u003e\u003cp\u003e\u003cb\u003e\u003ci\u003eChampionship Selling\u003c\/i\u003e\u003c\/b\u003e \u003c\/p\u003e\u003cul\u003e \u003cli\u003eProvides a clear blueprint to follow for building a championship organization around the selling function to vault past competitors into new levels of sustainable advantage.\u003c\/li\u003e \u003cli\u003eIntroduces the Performance Pyramid, a roadmap that sales professionals, executives, managers, and trainers can use to develop customer-centric thinking.\u003c\/li\u003e \u003cli\u003eFeatures numerous examples, as well as self-assessment scorecards, sample action plans, and other practical tools to help readers hone their selling skills, and create succinct, compelling messages tailored to the customer.\u003c\/li\u003e \u003c\/ul\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eAbout the Authors\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eFounder, President \u0026amp; CEO of Optimé International, \u003cb\u003eTom Blake\u003c\/b\u003e has nearly three decades of experience in leadership, development and sales, including 18 years with Procter \u0026amp; Gamble. Tom's blend of candor, enthusiasm and inspiration has helped numerous organizations achieve breakthrough results in business and personal development. Tom and his wife Suzanne live in Toronto and have four children and two grandchildren. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eTom Hodson\u003c\/b\u003e is Executive Vice President of Optimé International, where he spearheads the company's strategic consulting practice, advising top companies throughout North America on sales and marketing issues. Prior to joining Optimé, Tom enjoyed a successful 16-year career as a top sales and customer marketing leader for Procter \u0026amp; Gamble. Tom and his wife Joanne live with their four children in Calgary, Alberta. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eTony Enrico\u003c\/b\u003e is Vice President of Optimé International's U.S. consulting practice. Before joining Optimé, Tony spent 15 years with Johnson \u0026amp; Johnson, where he was consistently recognized as a top performer in a variety of sales and senior leadership roles. Tony and his wife Michelle live with their two sons in Coto de Caza, California.\u003c\/p\u003e\n        \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 272\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.76 x 9.24 x 6.32 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e August 01, 2005\u003c\/div\u003e\n            ","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":47453492805810,"sku":"9780470836750","price":45.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0770\/3891\/1666\/files\/d67c4365edeb1e484dd10834d838476c.webp?v=1778832319","url":"https:\/\/box.dadyminds.org\/products\/championship-selling-a-blueprint-for-winning-with-todays-customer-hardcover","provider":"DADYMINDS BOX","version":"1.0","type":"link"}