SKU: 50401239200

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

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

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:

  • Interpret buying behavior at different stages
  • Assess your competitive position based upon buyer behavior
  • Read the impetus behind a buyer objection
  • Merge your selling process with a buyer's buying process
  • Take a committee through a buying cycle to maximize the chance of consensus at the end

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.



Binding Type: Hardcover
Publisher: McGraw-Hill Education
Published: 01/01/2010
ISBN: 9780071637992
Pages: 236
Weight: 1.09lbs
Size: 9.26h x 6.62w x 0.91d
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SKU: 50401239200

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Gramma
Fort Morgan, US
★★★★★ 1
Not practical for one person to attach to their wrist person
Color: Gold, Size: Small
Beautiful gave as thank you gifts Not received well by all 3 ladies it takes 2 hands to to attach the bracelet
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Reviewed in the United States on March 8, 2026
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Kaleigh L
Chelsea, US
★★★★★ 5
good bracelet
Color: Gold, Size: Small
Got this in size small for my son. So far its broken once but it was fixable, he loves it and wears it all the time.
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Reviewed in the United States on April 14, 2026
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carmen torres
Phoenix, US
★★★★★ 3
Your gonna lose it very easily
Color: Gold, Size: Large
It’s a nice bracelet but Be careful it’s very easy to lose since it opens and falls off I wouldn’t recommend to anyone else!
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Reviewed in the United States on November 13, 2025
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regina harrington
Draper, US
★★★★★ 4
Someone will need to help you put it on.
Color: Gold, Size: Large
Very hard to put on.
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Reviewed in the United States on August 21, 2025
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Ahmadli
Phoenix, US
★★★★★ 5
Really liked it
Color: Gold, Size: Large, Color: Gold, Size: Large
I really liked this bracelet. The quality is good, the gold color shines nicely, and the clasp feels strong. It looks very stylish on the hand. The box was also neat and clean. Overall, I’m happy with the purchase and I recommend it!
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Reviewed in the United States on November 27, 2025

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