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Part 3 Salespeople—Selling Change
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Part 3 Salespeople—Selling Change
by Rick Cheatham, Lou Schachter
Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change
Cover
Title Page
Copyright Page
Dedication
Contents
Part 1 A New Logic for Sales Transformation
Chapter 1 Time for Change
Chapter 2 A New Way of Seeing Change
Chapter 3 Examples of X-to-Y Change
Chapter 4 Selling in an XY World
Chapter 5 Sales Management in an XY World
Chapter 6 Sales Leadership in an XY World
Part 2 A Change in Buying
Chapter 7 How Customers View the X-to-Y Shift
Chapter 8 Turbulent Skies
Chapter 9 Disruption in Customer Buying Processes
Chapter 10 What Customers Expect from Salespeople
Part 3 Salespeople—Selling Change
Chapter 11 Great Selling: Navigation Skills
Chapter 12 Great Selling: Core Selling Behaviors
Chapter 13 Great Selling: Addressing Buying Delays
Part 4 Sales Managers and Sales Leaders: Changing Selling
Chapter 14 Great Sales Management: Leading People
Chapter 15 Great Sales Management: Developing People
Chapter 16 Great Sales Management: Executing the Plan
Chapter 17 Great Sales Leadership
Part 5 Conclusions
Chapter 18 Pivotal Moments
Chapter 19 Summary of Selling Vision
Acknowledgments
Index
About the Authors
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Chapter 10 What Customers Expect from Salespeople
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Chapter 11 Great Selling: Navigation Skills
PART 3
Salespeople—Selling Change
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