The Customer Has Changed; Have You?

How to Sell to the 21st Century Buyer

Bill Hart

$25.95 $22.93

Paperback

Not in-store but you can order this
How long will it take?

Availability Information

We source books from suppliers in Australia and overseas. For books we don't currently have in stock, the time it takes to get them from our suppliers can vary widely - from a few days to a few months - so we check each book with each supplier to determine the expected time it will take to be supplied to us.

We then advise you accordingly. If the time taken to get any book is too long for you, you can let us know and we will cancel or adjust your order, and refund as required.

To find out the anticipated arrival time for specific items prior to ordering, please contact us by phone or email:

Phone +61 2 9264 3111, or 1800 4 BOOKS (1800 4 26657) if outside Sydney:
option 1 Abbey's Bookshop (Crime, History, Science, Kids & more) • info@abbeys.com.au
option 2 Language Book Centre (ESL & Foreign Languages) • language@abbeys.com.au
option 3 Galaxy Bookshop (Sci-fi, Fantasy, Romance, Graphic Novels) • sf@galaxybooks.com.au

QTY:

English

Leap Write Literary
10 July 2024

Financial accounting; Management accounting & bookkeeping

According to a 2015 salesforce.com study, 82% of sellers are out of sync with their customers. 20th century sales tactics no longer work! The Internet has changed the entire paradigm of selling. The buyer or customer is now empowered. The playing field of sales has forever changed. Have you adjusted to the new playing field? Has your sales team adapted to the 21st century buyer? Are you still using sales techniques birthed in the 1990's? Consultative selling is no longer enough. The customer demands more! Value is the number one decision criteria! This book gives you understanding and specific steps in how to effectively sell to the 21st century customer, not just from a sales rep standpoint, but also from a sales leader or business owner perspective in terms of methodology, training, coaching, and even forecasting.

By: Bill Hart
Imprint: Leap Write Literary
Dimensions: Height: 229mm, Width: 152mm, Spine: 11mm
Weight: 281g
ISBN: 9798893760743
Pages: 204
Publication Date: 10 July 2024
Audience: General/trade , ELT Advanced
Format: Paperback
Publisher's Status: Active

William F. Hart (Bill) has 38 years' experience in sales, business development, and operations and non-profit fundraising. Bill helps organizations assess where their sales processes are out of line with the way customers buy, and then works through consulting, training, and coaching to bring the two sides into alignment - a Customer Aligned Selling approach. His experience includes diverse aspects of sales, from new market development, business plans, raising capital, developing sales strategies, overhauling sales processes, to one-on-one coaching.His background is with start-ups in the IT, medical diagnostics, and radiation oncology industries. He was President and partner of a software company focused on the college online recruiting market and sold the software in 2009. He was vice president of sales and business development for a national nuclear pharmaceutical manufacturer for Positron Emission Tomography (PET). In addition, Bill has 9 years in the IT industry, where he opened and ran two satellite branches in the network integration field. He has 20 years' experience in the private education market from board membership to fundraising.In his role as a consultant, he has helped re-organize companies, raise capital, conduct leadership and sales training, sales and career coaching, and help recruit senior leadership. Bill graduated from Auburn University with a B.S. in Management and earned his MBA from the University of Alabama at Birmingham.