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The Business Developer's Playbook : Relationship Selling Principles and the DNA of Dialogue Selling / by Peter Nixon.

By: Nixon, Peter [author.]Contributor(s): Taylor and FrancisMaterial type: Text

TextLanguage: English Publisher: Boca Raton, FL : Productivity Press, [2018]Copyright date: ©2019Edition: First editionDescription: 1 online resource (158 pages)Content type: text Media type: computer Carrier type: online resourceISBN: 9780429446542Subject(s): BUSINESS & ECONOMICS / Management | BUSINESS & ECONOMICS / Management Science | Selling | Business communication | NegotiationGenre/Form: Electronic books.Additional physical formats: Print version: : No titleDDC classification: 658.85 LOC classification: HF5438.25Online resources: Click here to view. Also available in print format.

Contents:

Preface -- Acknowledgments -- About the Author -- Chapter 1: What are you selling -- Chapter 2: The Dialogue Sales Process -- Chapter 3: Relationship Selling Principles -- Chapter 4: A business developers workday - Peters top 10 worklist -- Chapter 5: Other Important Sales Topics -- Chapter 6: Conclusion -- Appendix I: Relationship Selling Principles -- Appendix II: Dialogue Puzzle -- Appendix III: Dialogue Skills PRESA -- Appendix IV: Dialogue Methods -- Appendix V: Negotiation Tactics -- Appendix VI: Conflict De-escalation tactics -- Appendix VIII: Business Development roadmap.

Abstract: This book is not about selling products -- it is about selling yourself, your ideas, and your services. This book explains an innovative dialogue sales process, and the relationship sales principles that underpin it. In every sales situation, there is both a seller and a buyer and, at different times, either the buyer or the seller may take the lead. The dance they perform may or may not lead to a deal, but it will leave them knowing a little more about each other’s strengths and weaknesses. These two dancers are "connected" and follow the same steps -- The five steps they follow are to plan, connect, dialogue, record, and follow up. The five steps are the basis of the dialogue process.In addition, this book provides easy-to-follow guidance for three groups of people: 1. Professionals wanting to sell their services and improve their business development; 2. Thought leaders, change agents, innovators, entrepreneurs, senior public servants, and advocates wanting to sell their ideas to others; 3. Mid-career job seekers and recent graduates aiming to sell themselves into a dream job role either full or part-time.

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Includes bibliographical references and index.

This book is not about selling products -- it is about selling yourself, your ideas, and your services. This book explains an innovative dialogue sales process, and the relationship sales principles that underpin it. In every sales situation, there is both a seller and a buyer and, at different times, either the buyer or the seller may take the lead. The dance they perform may or may not lead to a deal, but it will leave them knowing a little more about each other’s strengths and weaknesses. These two dancers are "connected" and follow the same steps -- The five steps they follow are to plan, connect, dialogue, record, and follow up. The five steps are the basis of the dialogue process.In addition, this book provides easy-to-follow guidance for three groups of people: 1. Professionals wanting to sell their services and improve their business development; 2. Thought leaders, change agents, innovators, entrepreneurs, senior public servants, and advocates wanting to sell their ideas to others; 3. Mid-career job seekers and recent graduates aiming to sell themselves into a dream job role either full or part-time.

Also available in print format.