Navigating the complexities of modern sales, this book reframes the traditional approach by emphasizing the customer's journey and progress over rigid sales tactics. Rather than persuading prospects to buy, the authors contend that true success comes from understanding and enabling the progress customers want to make in their lives or businesses. The result is a methodical, human-centered framework that transforms sales from a pushy, transactional activity into a collaborative, problem-solving endeavor.

• Sales is about helping customers make progress, not just moving products.
• Understanding the "demand side"—the real needs and motivations of customers—is crucial for effective...
  Full summary available for members

  Our members get access to comprehensive book summaries, key insights, and practical applications.

  Log in or Create a free account