"...refreshing, insightful, life-changing."-Harvey Mackay, author of Swim with the Sharks Without Being Eaten Alive "There are dozens of gurus of management and probably hundreds of books on selling...Stop Selling stands out as the best of the lot."-Warren Bennis Distinguished Professor of Business Administration, UCLA BusinessWeek Bestseller NOW IN PAPER! Businesses around the world are waking up to the fact that the customers who matter most to their survival don't want to be sold on a product or service. What today's enlightened buyers want instead is to form "partnerships" with organizations and individuals who will help solve high-level strategic problems, make money, and save money. Now, in this Business Week bestseller, international sales guru Larry Wilson speaks directly to managers, executives, and salespeople about how to excel in the new game of customer partnering.
Packed with valuable advice, anecdotes and personal accounts gleaned from Wilson's consulting experiences, Stop Selling, Start Partnering outlines a tested program for: * Developing powerful, long-lasting partnerships with customers * Designing and nurturing "customer-keeping" organizations * Quickly adapting to radical change in the marketplace while improving performance LARRY WILSON (Eden Prarie, Minnesota) has more than 30 year's experience in business training and consulting. He is the founder of the world-renowned Pecos River Learning Center. HERSCH WILSON (Eden Prarie, Minnesota) is Senior Vice President and Lead Facilitator at Pecos River Learning Center.
"...refreshing, insightful, life-changing."-Harvey Mackay, author of Swim with the Sharks Without Being Eaten Alive "There are dozens of gurus of management and probably hundreds of books on selling...Stop Selling stands out as the best of the lot."-Warren Bennis Distinguished Professor of Business Administration, UCLA BusinessWeek Bestseller NOW IN PAPER! Businesses around the world are waking up to the fact that the customers who matter most to their survival don't want to be sold on a product or service. What today's enlightened buyers want instead is to form "partnerships" with organizations and individuals who will help solve high-level strategic problems, make money, and save money. Now, in this Business Week bestseller, international sales guru Larry Wilson speaks directly to managers, executives, and salespeople about how to excel in the new game of customer partnering.
Packed with valuable advice, anecdotes and personal accounts gleaned from Wilson's consulting experiences, Stop Selling, Start Partnering outlines a tested program for: * Developing powerful, long-lasting partnerships with customers * Designing and nurturing "customer-keeping" organizations * Quickly adapting to radical change in the marketplace while improving performance LARRY WILSON (Eden Prarie, Minnesota) has more than 30 year's experience in business training and consulting. He is the founder of the world-renowned Pecos River Learning Center. HERSCH WILSON (Eden Prarie, Minnesota) is Senior Vice President and Lead Facilitator at Pecos River Learning Center.
PERMANENT WHITE WATER.
"We're Not Going to Just Blow Away." The Death of a SalesForce.
The Customer Has the Gun!
IMAGINING THE FUTURE.
Letting Go of the Trapeze!
Married to the Customer.
The Customer-Keeping Company.
INCREDIBLE RESULTS, MORE EFFECTIVE PEOPLE--THE STRATEGICABILITIES
OF THE FUTURE.
Playing to Win.
"I Have to Do It Myself, but I Can't Do It Alone."
GrowingPartnerships.
Driving Business Results.
HOW TO CREATE A PARTNERSHIP.
Discovering Partners.
The Strategic Partnering Process.
Preparing for the Weather.
RESOURCE SECTION.
Tools to Play to Win.
Financial Tools.
References.
Index.
LARRY WILSON has been in the training and consulting business
forover thirty years. He founded Wilson Learning and started
PecosRiver Learning Centers in 1982. He is coauthor of two
bestsellingbooks, The One Minute Sales Person and Changing the
Game: The NewWay to Sell.
HERSCH WILSON is a Senior Vice President and Lead Facilitator
withPecos River Learning Centers. Before joining Pecos, he was
afreelance writer and also coauthored Changing the Game: The New
Wayto Sell.
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