{"title":"Sales","description":null,"products":[{"product_id":"go-naked-book-michael-smith-9781911121206","title":"Go Naked","description":"\u003cp\u003eThe selling environment and role of the sales professional have changed.\u003c\/p\u003e \u003cp\u003eForever.\u003c\/p\u003e \u003cp\u003eGone are the days when the organisation, the product, or the solutions provided the greatest opportunity for differentiation. Today is no longer about features and benefits, need-satisfaction, or solution selling; it's about the role that the sales professional plays as the single biggest point of differentiation.\u003c\/p\u003e \u003cp\u003eThe Credible Expert provides you, the sales professional, with the second installment of the GO NAKED series, this time with an even more thought-provoking and practical perspective on how to stand out, create more opportunities, and grow your business.\u003c\/p\u003e \u003cp\u003eIt breaks down the steps required for securing opportunities and making sales so that - irrespective of your experience - you will be able to select the right customers, deliver compelling messages, learn how to create personal value and significance, and develop thought-provoking and change-enabling discussions. Everything is geared towards one thing: making you the most successful salesperson possible.\u003c\/p\u003e \u003cp\u003eBased on the inherent belief that it's the salesperson that makes the biggest difference in delivering successful outcomes, this book will provide you with a step-by-step guide to becoming the Credible Expert in your market. By following its methodology, you will stand out, create more opportunities, and deliver business success.\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003eTestimonials\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003e\u003cem\u003e'I wish I had adopted this process ten years ago.' \u003c\/em\u003eNiall Barry, Country Manager\u003c\/p\u003e \u003cp\u003e\u003cem\u003e'Two pages in and I knew that this book was exactly what I was looking for.' \u003c\/em\u003eCeire Rochford, Clinical Sales Specialist\u003c\/p\u003e \u003cp\u003e\u003cem\u003e'Ultimately I want to implement these concepts into the sales teams I manage.' \u003c\/em\u003eJonathan Penny, Senior Director\u003c\/p\u003e \u003cp\u003e\u003cem\u003e'This is a must have book in any sales professional's armoury.' \u003c\/em\u003eMatt Seago, Sales Specialist\u003c\/p\u003e \u003cp\u003e\u003cem\u003e'An indispensable book for any sales person, business owner or thought leader who wants to attract more customers, followers and fans.' \u003c\/em\u003eDr. Isaiah Hankel, Best-Selling Author and Entrepreneur\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003eAbout the Author\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003eMichael Smith is co-founder of Developed Edge, a training and development organisation that works specifically with medical companies to help them identify the best way to sell to their customers and then create customised and competency based training programmes. 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It derived from a study that found how, on average, consumers need 10.4 interactions from various sources to develop their buying knowledge before they make a purchasing decision.\u003c\/p\u003e\u003cp\u003eAdditional research, looking at B2B sales, has found that the number of interactions - or touches between seller and buyer - needed to secure a sale is somewhere between 7 and 13. 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