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The Framemaking Sale: Sell More by Boosting Customer Confidence Audiobook
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Publisher Description
This essential guide reinvents selling for today’s B2B market, showing sellers how to overcome stalled deals and customer indecision.
Business-to-business commerce is broken. Today’s customers find themselves overwhelmed by too many options, too much information, and too many obstacles. The result is often an inability to execute any but the safest of purchase decisions, frequently resulting in no decision at all. Could this be the death of sales as we know it?
Traditional sales methods are all carefully designed to change the way customers think of sellers—to win customers’ business by first gaining their trust. But Brent Adamson and Karl Schmidt argue the real key to B2B sales success is to focus on boosting customers’ confidence in themselves and their ability to make large-scale, collective decisions on behalf of their company.
Through a combination of powerful research and data, real-world examples, and practical tactics from some of the world’s best leaders and sales professionals, The Framemaking Sale provides a blueprint for a completely new approach to selling. Using the authors’ unique Framemaking method, this book offers a paradigm-shifting perspective on buying and selling with confidence, empowering sales teams and customers alike to thrive in this new world of selling.
This audiobook is expertly read by John Malone, with audio engineering by Blake Rook. It was produced and published by Echo Point Books & Media, LLC, an independent bookseller in Brattleboro, Vermont.
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About the Authors
Brent Adamson is well known for his passion for “productive disruption.” Brent is a sought-after speaker and facilitator, with more than twenty years of experience as a professional researcher, teacher, and trainer. Brent is a frequent contributor on sales topics on Harvard Business Review’s blog and the CEB sales blog, as well as being published in Bloomberg, Businessweek, and Selling Power. A native of Omaha, Nebraska, Brent joined CEB from the University of Michigan’s Ross School of Business where he received his MBA with distinction. In addition to his MBA, Brent holds a BA with distinction in political science from the University of Michigan along with MAs in political science and German, and a PhD in applied linguistics from the University of Texas. Brent resides in Leesburg, Virginia, with his wife and two daughters.