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

The Business Developer's Playbook: Relationship Selling Principles and the DNA of Dialogue Selling

Autor Peter Nixon
en Limba Engleză Hardback – 18 sep 2018
This book explains an innovative Dialogue Sales Process, and the Relationship Sales Principles which underpin it, and captures the most important elements arising from decades of consulting and training for leaders around the world in search of practical solutions for selling professional services, ideas, or even themselves. It is intended to provide easy to follow guidance for three groups of people: professionals wanting to sell their services and improve their business development; thought leaders, change agents, innovators, entrepreneurs, senior public servants, and advocates wanting to sell their ideas to others; retirees, 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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Specificații

ISBN-13: 9781138322585
ISBN-10: 113832258X
Pagini: 158
Ilustrații: Scatter color pages: xiii,3,12,19,24,25,26,27,52,105,113,115,117,119,121,123,125,127,129
Dimensiuni: 156 x 234 x 11 mm
Greutate: 0.45 kg
Ediția:1
Editura: Taylor & Francis
Colecția Productivity Press
Locul publicării:Oxford, United Kingdom

Public țintă

Professional and Professional Practice & Development

Cuprins

Preface
Acknowledgments
About the Author
Chapter 1: What are You Selling?
Chapter 2: The Dialogue Selling Process
Chapter 3: Relationship Selling Principles
Chapter 4: A Business Developer’s Workday
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 Opportunities and Methods
Appendix V: Negotiation Tactics
Appendix VI: Conflict De-Escalation Tactics
Appendix VII: Business Development Roadmap
Appendix VIII: Bulldog Opportunity Tracker
Appendix IX: RGB Dialect
Appendix X: Top 20 Negotiation Mistakes
Index

Recenzii

This book is an absolute must-read. It’s not a book about “selling” in the limited way we generally
think of that word, it’s about influencing out- comes  and  making  a  difference,  both  to  your 
life  and  success,  and  to the lives of others. Buy it, read it, and dip into it again, and
again, as you encounter different circumstances. It’s an Aladdin’s cave of treasures. I wish I’d
read it 40 years ago.
- Professor Robin Stuart-Kotze, Chairman, Behavioural Science Systems Ltd.
As a health practitioner, I use my hands to dialogue with the body to sup- port health, negotiating
with restriction patterns in muscles and tissues, inviting space, opening to better circulation in
the system. As a dancer, I dialogue with the music and with the audience, negotiating different
movements  as  the  music  rises  and  falls,  and  as  the  audience  attention comes closer or
settles deeper; including the presence of all these elements is what helps me create my dance.
Communication, dialogue, negotiating is happening all the time in all facets of life and language
is diverse. Peter Nixon’s book reveals the fine art of communication and negotiation, reaching out
beyond the boundaries of individual ideas to create relationships in every field of life; a
practical guide to living and working harmoniously, peacefully. Everything we do in life can be a
graceful dance, and this book teaches us about meeting without conflict. Peter is giving us what we
really need, especially all the world’s leaders and politicians.
- Zia Nath, Founder, Quanta Health Care Solutions and Realms of Dance
When I set up my consultancy I had a so many questions about business development that I did not
know where to turn. Peter’s book has helped answer all my questions. If you want to feel like you
are in a casual con- versation  with  an  internationally  experienced  consultant  who  is  fast-
forwarding your learning with his twenty plus years’ experience, then you need to read The Business
Developer’s Playbook now.
- Stuart Gerrard, Managing Director, Innovate to Operate

Descriere

This book explains an innovative Dialogue Sales Process, and the Relationship Sales Principles which underpin it, and captures the most important elements arising from decades of consulting and training for leaders around the world in search of practical solutions for selling professional services, ideas, or even themselves. It is intended to provide easy to follow guidance for three groups of people: professionals wanting to sell their services and improve their business development; thought leaders, change agents, innovators, entrepreneurs, senior public servants, and advocates wanting to sell their ideas to others; retirees, mid-career job seekers and recent graduates aiming to sell themselves into a dream job role either full or part-time.