PublishedAmacom, March 2014 |
ISBN9780814433478 |
FormatHardcover, 288 pages |
Dimensions9.4cm × 6.5cm × 1.1cm |
When it comes to strategies, salespeople usually veer toward one of two extremes: operating analytically ...or by the seat of their pants. In this groundbreaking book on sales creativity, readers will learn how to integrate the right-brain aptitude for innovation with the left-brain affinity for logic and process.
The result is a fresh, dynamic approach that addresses customers' needs while expanding the salesperson's entire way of thinking. Packed with real-life examples and powerful principles, The Innovative Sale reveals how to: define the sales challenge; question assumptions and look for ways to reframe the problem; mine unrelated situations for fresh solutions; get comfortable with feeling lost as you explore new directions; and break some rules and learn to "grow with the flow". The Innovative Sale draws on the work of pioneering geniuses in design, architecture, and the arts to help salespeople develop a predictable creative process. With the tools and tips of this game-changing book in hand, they'll unleash their own unique powers of intuition and innovation, and land more sales than ever before - in ways they never imagined possible.
