Stop Selling, Start Partnering
The New Thinking About Finding and Keeping Customers

Larry Wilson (Author)

9780471147411, Wiley

Paperback / softback, published 13 February 1996

316 pages
21.5 x 14 x 2.2 cm, 0.367 kg

"There's only one Larry Wilson . . . number one when it comes tothe art of selling." --Warren Bennis, University Professor andDistinguished Professor of Business Administration University ofSouthern California

"Stop Selling, Start Partnering will help you take a fresh look atyour selling activities whether you are in the boardroom, face toface with customers, or anywhere in between."--Harvey Mackay,Author of Swim with the Sharks

"Regardless of your position within the company, your task in thesecond half of these unforgiving '90s will be to help your companylearn how to get, how to treat, and how to keep customers. ReadLarry's new book and you will be much better prepared to accomplishthis mission."--Lou Pritchett, Former VP of Sales and CustomerDevelopment, Procter & Gamble

Stop Selling, Start Partnering outlines a fresh approach to findingand keeping customers through powerful, long-lasting partnerships.Drawing on his extensive experience with companies such as Kodak,US West, Saturn, and Baxter Healthcare, Larry Wilson showsmanagers, executives, and salespeople how to design and nurture"customer-keeping" organizations. Filled with smart advice andpractical customer partnering guidelines, Stop Selling, StartPartnering redefines the new success factors for every organizationthat faces the daily challenge of finding and keeping customers.

PERMANENT WHITE WATER.

"We're Not Going to Just Blow Away." The Death of a SalesForce.

The Customer Has the Gun!

IMAGINING THE FUTURE.

Letting Go of the Trapeze!

Married to the Customer.

The Customer-Keeping Company.

INCREDIBLE RESULTS, MORE EFFECTIVE PEOPLE--THE STRATEGICABILITIES OF THE FUTURE.

Playing to Win.

"I Have to Do It Myself, but I Can't Do It Alone." GrowingPartnerships.

Driving Business Results.

HOW TO CREATE A PARTNERSHIP.

Discovering Partners.

The Strategic Partnering Process.

Preparing for the Weather.

RESOURCE SECTION.

Tools to Play to Win.

Financial Tools.

References.

Index.

Subject Areas: Business & management [KJ]