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.
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
