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Becoming
Preferred will teach you how to identify market stresses and create
"Distinctive Value" using the five customer values. Individuals and
organizations that employ these strategies enjoy increased market
share, market prestige, higher margins and become leaders in their
markets. This book is filled with applicable anecdotes, examples and
strategies that will help you become the Preferred provider of what you
sell.
You will learn how to:Break
your personal and organizational ceiling | Create Distinctive Value |
Exceed your customer's expectations | Develop "High Touch" strategies
for competitive advantage | Develop a powerful sales process that wins
business | Differentiate yourself, your products and your company |
Apply the "New Model of Selling" | Win at the "Price Game" | Develop
strategies for "customer centered growth" | Get a bigger share of the
customer | Build the business relationship | Insulate yourself from
competitive erosion
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