{"product_id":"selling-vision-lou-schachter-9781259642173","title":"Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change","description":"\u003cp\u003e\u003cstrong\u003eA groundbreaking approach to selling in a world demanding change\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e\u003cp\u003eLeaders, sales managers and professionals have found themselves stuck at a crossroads between the past and the future of selling, and they need a roadmap to help them embrace the challenges they face at such a critical juncture. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e\u003cp\u003e\u003ci\u003eSelling Vision\u003c\/i\u003e is a step-by-step guide to creating and selling change. By implementing new change management strategies into their unique X→XY→Y selling methodology, the authors: \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e\u003cp\u003e- Propose a new logic for thinking about and executing major sales transformations \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e- Examine these transformations from the customer's perspective and how their changing buying patterns suggest a particular way of focusing selling activities \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e- Consider the perspective of salespeople and what they can do to sell change to their customers \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e- Look at how sales leaders and managers can change the way their organizations sell products or services\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e- Highlight the pivotal moments that determine the success of major change initiatives \u003c\/p\u003e\u003cp\u003e \u003c\/p\u003e\u003cp\u003eBased on their unique X→XY→Y selling methodology, Schachter and Cheatham provide a proven sales strategy to help any sales leader, manager, or professional. For sales leaders, their approach provides a path for transforming the sales organization. For sales managers, it describes how to inspire change in the behavior of salespeople. And for salespeople, it offers a new way of selling that will have a dramatic impact on their performance. For any business executive, \u003ci\u003eSelling Vision \u003c\/i\u003eprovides a faster path to driving change.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e\u003cp\u003eThis book provides immediate actions you can take and experiments you can conduct to find the right direction for future sales efforts at any level of an organization. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e\u003cp\u003eHow you respond to changing sales dynamics will determine your company's success, that of your customers, and, to a great extent, your own personal career goals and future.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Lou Schachter, Rick Cheatham\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 1259642178\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9781259642173\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e McGraw-Hill Companies\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 03\/08\/2016\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 256\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Hardcover\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.00lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.10h x 6.20w x 1.10d","brand":"Lou Schachter","offers":[{"title":"Hardcover","offer_id":44054558736639,"sku":"9781259642173","price":43.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_54ef7999-7a8e-444b-ab1e-5e76d61df5a5.jpg?v=1685030648","url":"https:\/\/www.whiterainbookhouse.com\/products\/selling-vision-lou-schachter-9781259642173","provider":"WR Book House","version":"1.0","type":"link"}