Align your selling methods with their buying habits for a win-win relationship! “The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer-centric approach.” ―Al Ries, bestselling coauthor, War in the Boardroom Since its founding in 2002, CustomerCentric Selling, one of the world’s leading sales training firms, has dramatically changed how selling is viewed―from simply promoting a product to empowering customers to achieve goals or solve problems through the use of offerings. Today, buyers don’t want salespeople telling them what they want or need; they’ve already gone online and informed themselves―which makes the job of selling more difficult than ever. So how do you reestablish the relevance you previously took for granted? How, in the world of Web 2.0, can you develop long-term relationships with customers and maintain your competitive advantage? You must stop focusing squarely on the selling cycle―and pay closer attention to the buying cycle. In other words, learn how customers want to buy and align your selling techniques accordingly. In Rethinking the Sales Cycle, two leaders from CustomerCentric Selling provide the latest research into the buying cycle. They present a step-by-step model that helps you seize market share and hold it by understanding the five stages of the buying cycle. Learn how to:
<ul>
<li>Interpret buying behavior at different stages </li>
<li>Assess your competitive position based upon buyer behavior </li>
<li>Read the impetus behind a buyer objection </li>
<li>Merge your selling process with a buyer’s buying process </li>
<li>Take a committee through a buying cycle to maximize the chance of consensus at the end</li>
</ul>
When it comes to the buying cycle, today’s customers want control. You can give it to them when you have a selling strategy aligned with their behavior. It’s the best and perhaps only way to succeed in today’s ultra-competitive world. Rethinking the Sales Cycle gives you unprecedented insight into the mindset, emotions, and behaviors of buyers. Armed with this information, you will find the solutions you need to lead your organization to new heights of success.

Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage

Business & Money

HOLLAND

Management & Leadership

McGraw=Hill

A English/French, French/English dictionary. Full grammatical information, thousands of examples of idiomatic and colloquial usage, pronunciation of both French and English words.

Harrap's Concise French Dictionary (English and French Edition)

Reference

Dictionaries & Thesauruses

Macmillan General* Reference

Pharmacolgy for Nurses + Mynursinglab Access Code: A Pathophysiologic Approach

Medical Books

ADAMS

Nursing

Pearson

This text covers a vital niche in the market, bringing very important cutting-edge HR thinking together in one text. The treatment of topics in this edition clearly corresponds to the unit standards required in teaching such a course. the "contemporariness" of the issues in this edition have changed to stay abreast of hot topics now under scrutiny in the field. These topics include talent management, change management, strategic human resources and labour law issues pertinent to the South African market. The text contains both international and South African perspectives.

Contemporary Issues in Human Resource Management: Gaining a Competitive Advantage

CUNNINGHAM

Brewster

Grobler

Warnisch

CAREY

Human Resources

Oxford University Press

Owner name written on title page. Pages are clean and binding is tight.

Beyond Capitalist Planning

Economics

PALGRAVE~MACMILLAN

Floating Worlds

Science Fiction & Fantasy

HOLLAND, CECELIA

Science Fiction

Backinprint.com

When Jody's class plans a pet show and Eddie, his number-one enemy, brags about his man-eating fish, Jody tries to fix up his dog, Bowser, in order to win a prize

Bowser the Beautiful: Bowser the Beautiful

Children's Books

Aladdin

When a CIA station chief is murdered in a Moscow cafe, a U.S. embassy employee and a KGB agent team up to catch the killers. Reprint.

Moscow Twilight

Literature & Fiction

Pocket

Designed to provide dental students with a detailed introduction to oral anatomy, embryology, and histology, the New Edition of this highly regarded textbook gives dental students the information they need in a lavishly illustrated resource. Emphasizing student-friendly textbook features, the 3rd Edition has been rewritten to offer a specialized background that includes more relevant topics and new research in areas such as molecular biology, confocal microscopy, immunocytochemistry, and immunohistochemistry*while building on its excellent tradition of extensive, high-quality color photographs and illustrations. A new paperback format makes the book more convenient and accessible for easy reference to key topics in the classroom or any setting.
<li>Gives dental students a comprehensive overview of the complete range of oral anatomy, including gross anatomy, histology and embryology</li>
<li>Lavishly illustrated with colour photographs and line diagrams</li>
<li>Rewritten more as a text than a colour atlas in order to make the book more useful as a recommended text for dental students. </li>
<li>Addition of topics at the forefront of research in areas such as molecular biology, confocal microscopy, immunocytochemistry and immunohistochemistry.</li>
<li>Histology section extensively rewritten and updated</li>
<li>Now a paperback with smaller page size - previously a large format PPC book.</li>
 Spanish version of 2nd edition also available, ISBN: 84-8174-139-6

Oral Anatomy, Histology and Embryology, 3E

Science & Math

BERKOVITZ

Biological Sciences

Mosby Ltd.

Picture this: it's filthy weather outside and the telly's been on for too long. Or over in the park, you've all had enough of the swings, and the sandpit has lost its appeal. Or stuck in a traffic jam yet unable to face another round of I-Spy. You know you're the grown-up but that you need help, this instant, to avert the inevitable wails...Don't panic! I'M BORED!...is full of fun and original ideas to amuse and enthuse children of all ages, at home, indoors, outdoors, while travelling, or even at the beach. And you don't need special equipment or to spend lots of cash either, just a whiff of imagination. With I'M BORED!...parents can re-discover how to play while also amusing the kids. Indeed, it's entertainment for all the family, and means nobody need ever again be stuck for ideas for what to do next - it's a promise!

I'm Bored : Inspiring and Imaginative Ideas for Hours of Fun

Barratt, Suzy

Beard, Polly

Hitching, Polly

Hitching, Suzy

Humor & Entertainment

Bloomsbury Publishing

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Books by HOLLAND