Selling: The New Norm: Dynamic New Methods for a Competitive and Changing World

Over the past several years, a larger number of leaders are asking questions like: 'What works anymore? Everything is changing so quickly that what used to work doesn't. 'How can I become a more effective at delivering revenue, maximizing profits and acquiring more business?' Selling: The New Norm provides dozens of answers to this question. Selling: The New Norm is based on sound principles and on successful companies that use these practices for stability and growth. Selling The New Norm uses the foundational sales approaches of the author previous work (Split Second Selling) but then establishes the importance of the following concepts: value, customer service, referrals and visibility to drive new sales opportunities in a post recessionary world. The format of Selling The New Norm, will lend itself well to reprints, bloggers, author recommendations and word-of-mouth mentions in business and non-profit circles with its quick, to the point and bite-sized strategies. Selling: The New Norm is a sales and marketing book that can be used by students as well as selling professionals and their managers as a foundational work to dramatically accelerate business. Some solutions will require case study and application while others will use new theories based on sound research. This format will lend itself well to a read from cover-to-cover, or as a desktop reference book. In either case, the reading will allow business development personnel to use the content in 'real time' as needed or as reference material when preparing for account visitation. For each chapter and important content point there are relevant examples, case studies, testimonials, proper research and content from the field. With over 29 years of experience the data will also include personal insight from the author, best practices that allow the reader to understand the proper approaches and see immediate results. In addition, each chapter will end with a quick synopsis of best practices and relevant data as well as exercises that sales agents can use before, during and after a sales call. These activities will enable sellers to immediately apply the content and see the results. The principles in this book are based on the most pressing issues that the author has discussed and spoken about in the last several years with senior officers of numerous organizations as well as questions he received from readers in response to an article, book or column the author wrote or through his own experience marketing and selling services during the past 29 years.