The Collaborative Sale

The Collaborative Sale

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Eades, Keith M. | Sullivan, Timothy T. John Wiley & Sons, Inc., 2014 Audio summary available
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IN THIS SUMMARY

In The Collaborative Sale, Keith M. Eades and Timothy T. Sullivan provide a wake-up call to sellers of all types. Gone are the days when a clever sales pitch or double-talk results in sales success. With a more savvy and educated consumer base, sellers must involve the new buyer, termed Buyer 2.0 by the authors, in the sales process. To survive in a world of global economic uncertainties, sellers must, more than ever, engage and incorporate the customer into the sales process. High-pressure sales must be replaced by high-level knowledge and a positive attitude. Buyers must be seen as equal peers, not as lesser beings that can be cajoled or persuaded.