Richard van Kray is oprichter van trainingsbureau De Klantbetekenaars en een veelgevraagd spreker. Hij is medebedenker van de filosofie Sales vanuit je Hart®, die je leert om écht van betekenis te zijn voor de klant. Zijn boek 'Sales vanuit je Hart' staat al jarenlang bovenaan de bestsellerlijsten. In november is zijn nieuwe boek, geschreven met Marjolein Bongers, Sales zonder bullshit uitgekomen.
Meer over Richard van KraySales From Your Heart
How to really matter – to your customer and yourself
Paperback Engels 2022 1e druk 9789047016786Samenvatting
In 'Sales From Your heart', Richard van Kray gives you the tools and framework with which to establish a truly meaningful connection with your customer, without losing sight of yourself. Offering customer-oriented advice, putting the customer first, or mapping out your process as a customer journey: these methods give your customer the feeling it’s all about them.
But is it leading you to lose touch with your own ambitions, or is it all a hollow cliché hiding your real motive: profit? Your goal and your customer’s best interests are often diametrically opposed. Time for a new norm – time for Sales from Your Heart!
Successful sales trainer Richard van Kray shows how to create a meaningful relationship with your customer, while remaining true to yourself. Time for a new norm, time for Sales From Your Heart!
Specificaties
Lezersrecensies
Inhoudsopgave
Foreword 11
Part I: The Discovery
1. My Story 17
2. The Fallacy 26
Conflicting Interests 27
Taking Sides 29
Predator-Prey Syndrome 30
Sales Armour 33
3. Intention 36
Placing Interest Second 37
Mutual Benefit 38
Don’t Overthink It 41
The Benefits 44
Part II: The Philosophy
4. The Sales from Your Heart Philosophy 49
Sales 3.0: The Mindset of Connecting with
the Customer 51
Evolution of Sales 51
Sales Basics: Benefit and Trust 54
Creating Receptivity 60
Sales from Your Heart: Authenticity with Ambition 61
Showing Vulnerability 63
The Dynamic 68
5. The Sales from Your Heart Model 71
Industrial Mindset versus Sales as a Craft 72
The Sales from Your Heart Model as a Compass 74
Meaningful Connection with the Customer
Is the Key 76
Meaningful Connection with the Customer:
A Definition 78
The Conditions for a Meaningful Connection 80
The Reciprocity of Vulnerability 83
6. Four Basic Principles 88
Principle 1: Be True to Yourself! 89
Identity and Ethnicity 94
Principle 2: Trust Leads to More Trust 98
Principle 3: Added Value Begins with Dialogue 105
Principle 4: Let Your Intention Lead to Initiatives! 112
Part III: The Application
7. Investing Upfront 123
The Role of Influence 124
The Science of Influence 124
The Difference between Influence and
Manipulation 127
The Metaphor of the Slide 129
Moving from What to Why 132
Storytelling 137
Loyalty 139
8. Know Your Customer! 144
Sorting 151
Socratic Inventory 157
Constructive Confrontation 162
Factual and Personal Information 167
Broad and Deep Questions 169
Presenting with Commitment 171
Dealing with Reactions and Concerns 173
Concluding Together 177
Epilogue 181
Notes 185
Rubrieken
- advisering
- algemeen management
- coaching en trainen
- communicatie en media
- economie
- financieel management
- inkoop en logistiek
- internet en social media
- it-management / ict
- juridisch
- leiderschap
- marketing
- mens en maatschappij
- non-profit
- ondernemen
- organisatiekunde
- personal finance
- personeelsmanagement
- persoonlijke effectiviteit
- projectmanagement
- psychologie
- reclame en verkoop
- strategisch management
- verandermanagement
- werk en loopbaan