Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress

de Bob Moesta (éd. de 2020)

Quatrième de couverture

For a lot of us, selling feels icky. Our stomachs tighten at the thought of reciting features and benefits, or pressuring customers into purchasing. It's really not our fault. We weren't taught how to sell, plus we've been sold before, leaving us with a bitter taste. Here's the sales does not have to feel icky for you or your customers. In fact, with the right approach, sales can be an empowering experience for all. Bob Moesta , lifelong innovator and coarchitect of the "Jobs to be Done" theory, shares his approach for flipping the lens on sales. Bob shifts the focus of sales from selling, to helping people buy and make progress in their lives--demand-side sales. Now, in Demand-Side Sales 101 , you'll learn to really see what your customers see, hear what they hear, and understand what they mean. You'll not only be a more effective and innovative salesperson--you'll want to help people make progress.

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Évaluations

Ma note :
La note de la communauté Goodreads : 4.33 pour 412 personnes
J'ai lu ce livre 1 fois : le 12 nov. 2020
Il fait partie des 277 livres de ma bibliothèque annotée.

Mon commentaire

S'appuyant sur la théorie du "job to be done", ce livre renverse le principe classique de vente pour le définir comme l'aide à dépasser un moment de lutte, centré sur le besoin souvent mal défini du prospect. Pas mal de conseils et de listes, somme toute assez pratique.