Partnering, Collaborating, and Influencing to Create Profitable

Changing the Skills—Partnering, Collaborating, and Influencing to Create Profitable and Ethnical Interactions, Book 3

CHANGING THE SKILLS—PARTNERING, COLLABORATING, AND INFLUENCING TO CREATE PROFITABLE AND ETHNICAL INTERACTIONS, BOOK 3        1

CHANGING THE SKILLS—PARTNERING, COLLABORATING, AND INFLUENCING TO CREATE PROFITABLE AND ETHNICAL INTERACTIONS, BOOK 3        2

THE INTRODUCTION        4

OVERVIEW        4

REDEFINING SALES: WHY CONVENTIONAL METHODS DON'T WORK IN TODAY'S BUSINESS ENVIRONMENT        4

OVERVIEW AND IMPLICATIONS        5

SALES DOESN'T LEAD TO A SALE        6

WHEN DO BUYERS BUY?        6

THE DAD STORY AGAIN        7

WHAT IS A SOLUTION?        8

CHANGE THROUGH DECISIONS—SKILLS        8

INFLUENCING CHANGE - A GUIDE FOR SELLERS, COACHES, AND SUPERVISORS        8

DISCOVERING THE PROBLEM VS. SUPPLYING THE SOLUTION        8

INFORMATION DOESN’T HELP PEOPLE CHANGE        9

SYSTEMS        10

THE TWO STAGES OF DECISION MAKING        10

NEW JOB        11

THE PEOPLE FACTOR: COLLABORATIVE DECISION-MAKING        12

PEOPLE ISSUES IGNORED AT A COST        12

THE DOING VS. THE BEING        13

SPEAKING DIFFERENT LANGUAGES        13

FACTORS OF DISTINCTION        14

UNIQUE COMMUNICATION STYLES        14

GROUP DECISIONS        14

IT'S ALL A SALES JOB        15

PEOPLE DO NOT DECIDE EMOTIONALLY        15

CRITERIA        16

HOW PEOPLE DECIDE        17

ADVERTISING, MARKETING        19

PARTNERING -- CREATING ALLIANCES THAT SERVE        20

THE BELIEFS        20

BEING RIGHT OR BEING IN RELATIONSHIP        21

WORKPLACE—SKILLS        22

ASSESSING THE PEOPLE FACTOR: DO WE REALLY KNOW WHAT’S GOING ON IN OUR COMPANIES?        22

THE PROBLEM WITH FINANCIALS        23

QUESTIONS TO ASK        23

POSSIBLE SOLUTIONS        24

CONCLUSION        24

GOING GLOBAL: COMMUNICATION ACROSS MENTAL BOUNDARIES        25

REMAINING IN OUR OWN WORLD        25

PUSHING PRODUCTS INTO EXISTING SYSTEMS        26

ARE WE SELLING? OR HELPING FOLKS BUY?        26

BUT AM I COMMUNICATING?        27

GLOBAL COMMUNICATION        27

OUTSOURCING: THE UNSPOKEN COSTS        28

WHAT ARE THE COSTS OF OUTSOURCING?        28

BELIEF AND SKILLS TRANSFER        29

SOCIAL NETWORK SOFTWARE        30

IT’S NOT ABOUT WHO YOU KNOW        31

IMPEDITMENTS TO SALES        31

THE SOLUTION        32

ETHICS: THE MORAL DILEMMA OF OUR TIMES        32

BUSINESS, ETHICS, AND LAWS        33

RIGHTS: WHO HAS THEM, AND HOW DO THEY GET DEMONSTRATED?        33

WHAT DEFINES ETHICAL?        34

BUSINESS ETHICS: HOW THE SALES FUNCTION CAN TRANSMIT COMPANY VALUES        35

CONSULTATIVE SALES        36

VALUES        37

WHAT DO WE STAND FOR        38

BUYING FACILITATION        38

MANAGING MOTIVATION        39

PEOPLE        40

JOBS – WHAT WE DO AND WHY CHANGE IS HARD        40

WHAT COMES FIRST? PEOPLE? OR INITIATIVES?        41

TECHNOLOGY IMPLEMENTATION        41

COLLABORATION        42

TOWARDS CONSERVATISM: THE NEW DIRECTION IN BUSINESS        43

SKILLS FOR OUR TIMES        43

HOW DO WE DO IT?        45

WHO IS RESPONSIBLE?        46

WHOSE RESPONSIBILITY IS IT ANYWAY?        47

IT'S NOT ABOUT RIGHT - IT'S ABOUT RELATIONSHIP        47

HOW DO WE TALK TO EACH OTHER RESPONSIBLY        48

COMMUNICATION IS THE ECONOMY        49

COMMUNICATION: WHAT IT IS - AND ISN'T        49

RELATIONSHIP SELLING?        50

COMMUNICATION IS THE ECONOMY        51