"Selling 2.0, Motivating Customers in the New Economy"

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table of contents

In the new economy customers have more information, power, and choice. Trying to push these empowered customers with dated selling techniques is no longer effective. Gordon’s vision of “motivating your customers to buy” is more than words. He has captured the renaissance of new ideas in a hands on, practical guide.

Through seven separate research studies on thousands of sales people and buyers, as well over 100 personal interviews with America’s top sales organizations including Microsoft, Coca Cola, Nike, Merrill Lynch, Fidelity, America Online, Yahoo, Disney, IBM., Intel, UPS, Pfizer, Bristol-Myers Squibb, Ford, Sony, Southwest Airlines, PricewaterhouseCoopers, Oracle, Dell, Cisco Systems, MasterCard, Lucent, Xerox, and Marriott, nationally-recognized sales territory trouble-hooter Josh Gordon has identified the 17 motivational approaches essential for success. From Building Trust, Selling a Vision, Selling Value, and Partnering, Gordon guides you every step of the way.

A German language edition of Selling 2.0 has been released in October 2001 by Gabler (Bertelsmann's trade book division).

German table of contents

Buy it on Amazon's Geman site

Click here to read an interview on "Selling 2.0" in the British magazine "salesforce": page1, page 2.

• “When your customers change, you change too. Selling 2.0 is the most practical guide to dealing with the changing customer I have ever seen. It is an inspired and practical guide to putting the customer first in changing times. Read it or be left in the dust!”                                                              Lee Iacocca, Founder and CEO, EV Global Motors (former CEO of Chrysler Corp.)
• "Full of powerful, practical, proven sales methods that will help you to sell more effectively than ever before."                                                                                                                                                                 Brian Tracy, President and CEO, Brian Tracy International, and author, Advanced Selling Strategies and Maximum Achievement
• " …powerful and illuminating…based on solid research that truly reflects what customers expect from salespeople today.                                                                                                                         Gerhard Gschwandtner , Publisher & Editorial Director, Selling Power magazine
• "…offers vital insights into how to sell and market more effectively in the 21st century."                 Geoffrey Brewer, Editor-in-Chief, Sales & Marketing Management magazine
• "…challenges you with a new vision of the persuasion process…Dale Carnegie, meet Bill Gates." David C. Hirsch, Marketing Director, Synygy, Inc.
• "...clarifies just how radically the selling function has changed. Read it before your competition does!"                                                                                                                                                              Larry Wilson, author; "Stop Selling, Start Partnering"
• "Selling 2.0' is definitely required reading for successful selling in the new economy."                        Ed Grebow, President, Sony Broadcast and Professional Company
• “…should be required reading for every employee in every company in America from the CEO down. It is not about selling per se--rather it is about the new relationships required for success in this new Info-Tech environment ."                                                                                                             Lou Pritchett Vice President, Sales (retired), The Procter & Gamble Company
• “…more than just a useful response to the challenges of selling in the new economy—it is an inspiring way of relating to customers and their needs.                                                                               Diane McCurdy, President, McCurdy Financial Planning, Inc.
• "...will make a genuine and far-reaching contribution to most every reader's thinking and results."      Ed Satell, Publisher, "The Selling Advantage" newsletter
• "An innovative paradigm for the new economy. The rules have changed. The seller needs to assume the role of motivator."                                                                                                                             Doron Kempel, VP Media Group, EMC
• "Through case studies, analysis and common sense, it challenges everything you have heard or read about sales."                                                                                                                                   Evilee Thibeault, President, Network World
• “…offers an alternative approach that plays off customers' strengths rather than probing for weaknesses.”                                                                                                                                        William Keenan Jr., Editorial Director, Alexander Communications Group (publishers of the Sales Reps Advisor)
• "…a terrific follow-up to “Tough Calls.” The author who taught salespeople to triumph in every possible sales difficulty now wants to help us take it to the next level.” Katie May, editor, The Competitive Advantage "It's not a tough call--Selling 2.0 is a groundbreaking book. Essential reading for any salesperson."                                                                                                                  Bob Rosner, nationally syndicated columnist and author of "Working Wounded" and "The Boss's Survival Guide"
  
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Press Releases from "Selling 2.0"

• Four trends to watch while formulating sales strategy in the New Economy

• One in three companies is open to partnering proposals

• Progress in sales automation

• It is more important to be well trusted than well liked

• Knowledge and understanding, not asking questions and listening, build trust with customers

• New Book reveals: Ten lessons for successful selling in the New Economy

• The three over looked issues of customer loyalty
• Lee Iacocca and Bill Gates finish first and second as “Greatest Salesperson of our time”