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020 _a9780429446542
_q(e-book : PDF)
035 _a(OCoLC)1040082327
040 _aFlBoTFG
_cFlBoTFG
_erda
041 1 _aeng
050 4 _aHF5438.25
072 7 _aBUS
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072 7 _aBUS
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072 7 _aKJVS
_2bicscc
082 0 4 _a658.85
100 1 _aNixon, Peter,
_eauthor.
245 1 4 _aThe Business Developer's Playbook :
_bRelationship Selling Principles and the DNA of Dialogue Selling /
_cby Peter Nixon.
250 _aFirst edition.
264 1 _aBoca Raton, FL :
_bProductivity Press,
_c[2018].
264 4 _c©2019.
300 _a1 online resource (158 pages)
336 _atext
_2rdacontent
337 _acomputer
_2rdamedia
338 _aonline resource
_2rdacarrier
504 _aIncludes bibliographical references and index.
505 0 0 _tPreface --
_tAcknowledgments --
_tAbout the Author --
_tChapter 1: What are you selling --
_tChapter 2: The Dialogue Sales Process --
_tChapter 3: Relationship Selling Principles --
_tChapter 4: A business developers workday - Peters top 10 worklist --
_tChapter 5: Other Important Sales Topics --
_tChapter 6: Conclusion --
_tAppendix I: Relationship Selling Principles --
_tAppendix II: Dialogue Puzzle --
_tAppendix III: Dialogue Skills PRESA --
_tAppendix IV: Dialogue Methods --
_tAppendix V: Negotiation Tactics --
_tAppendix VI: Conflict De-escalation tactics --
_tAppendix VIII: Business Development roadmap.
520 3 _aThis 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.
530 _aAlso available in print format.
650 7 _aBUSINESS & ECONOMICS / Management.
_2bisacsh
650 7 _aBUSINESS & ECONOMICS / Management Science.
_2bisacsh
650 0 _aSelling.
650 0 _aBusiness communication.
650 0 _aNegotiation.
655 0 _aElectronic books.
710 2 _aTaylor and Francis.
776 0 8 _iPrint version:
_z9781138322585
856 4 0 _uhttps://www.taylorfrancis.com/books/9780429446542
_zClick here to view.
999 _c127509
_d127509