The Collaborative Sale

Download The Collaborative Sale full books in PDF, epub, and Kindle. Read online The Collaborative Sale ebook anywhere anytime directly on your device. Fast Download speed and no annoying ads. We cannot guarantee that every ebooks is available!

The Collaborative Sale

Author : Keith M. Eades
Publisher : John Wiley & Sons
ISBN 13 : 1118872428
Total Pages : 246 pages
Book Rating : 4.1/5 (188 download)

DOWNLOAD NOW!

Book Synopsis The Collaborative Sale by : Keith M. Eades

Download or read book The Collaborative Sale written by Keith M. Eades and published by John Wiley & Sons. This book was released on 2014-03-31 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment. Buyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. The Collaborative Sale provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include: Selling in times of economic uncertainty, broad information access, and new buyer behavior Why collaboration is so important to the new buyers The emergence of new sales personae – Micro-marketer, Visualizer, and Value Driver Buyer alignment, risk mitigation, and the myth of control Situational fluency, and the role of technology Focused sales enablement, and buyer-aligned learning and development Implementation and establishment of a dynamic sales process The book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the essential resource for today's sales professional.

The Collaborative Sale

Author : Keith M. Eades
Publisher : John Wiley & Sons
ISBN 13 : 1118872355
Total Pages : 246 pages
Book Rating : 4.1/5 (188 download)

DOWNLOAD NOW!

Book Synopsis The Collaborative Sale by : Keith M. Eades

Download or read book The Collaborative Sale written by Keith M. Eades and published by John Wiley & Sons. This book was released on 2014-03-21 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment. Buyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. The Collaborative Sale provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include: Selling in times of economic uncertainty, broad information access, and new buyer behavior Why collaboration is so important to the new buyers The emergence of new sales personae – Micro-marketer, Visualizer, and Value Driver Buyer alignment, risk mitigation, and the myth of control Situational fluency, and the role of technology Focused sales enablement, and buyer-aligned learning and development Implementation and establishment of a dynamic sales process The book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the essential resource for today's sales professional.

Collaborative Selling

Author : Anthony J. Alessandra
Publisher :
ISBN 13 :
Total Pages : 260 pages
Book Rating : 4.4/5 (91 download)

DOWNLOAD NOW!

Book Synopsis Collaborative Selling by : Anthony J. Alessandra

Download or read book Collaborative Selling written by Anthony J. Alessandra and published by . This book was released on 1993-10-04 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: Collaborative selling comprises targeting your market, contacting your prospect, exploring your customer's needs, collaborating with your customer, confirming the sale, and assuring customer satisfaction.

Conversations That Sell

Author : Nancy Bleeke
Publisher : AMACOM
ISBN 13 : 081443181X
Total Pages : 242 pages
Book Rating : 4.8/5 (144 download)

DOWNLOAD NOW!

Book Synopsis Conversations That Sell by : Nancy Bleeke

Download or read book Conversations That Sell written by Nancy Bleeke and published by AMACOM. This book was released on 2013-04-10 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book introduces sales professionals to the collaborative conversation skills they need to?capture the buyer's attention and secure business. Today's buyers want more from sales professionals than a simple consultation. What they're hungry for are?meaningful, collaborative conversations?built on mutual value and trust, that result in a win...where they, the seller, and the organization, achieve a winning outcome. Based on the author's five-step sales system, What's in It for Them (WIIFT) - Wait, Initiate, Investigate, Facilitate, Then Consolidate - Conversations That Sell shows you how to: Prepare for an?effective sales call - Identify sales opportunities and the factors that?drive buyers to act Adjust their approach?to the type of buyer - Achievers, Commanders, Reflectors, and Expressers Make conversations flow easily - Address problems, opportunities, wants, and needs Work through objections - Advance and close sales; and more Packed with valuable tools and examples, salespeople in all industries will discover how to increase their short- and long-term sales success by keeping the focus of every conversation where it belongs…on the buyer.

Collaborative Selling

Author : Rick Barrera
Publisher : Morgan James Pub
ISBN 13 : 9781933596440
Total Pages : 181 pages
Book Rating : 4.5/5 (964 download)

DOWNLOAD NOW!

Book Synopsis Collaborative Selling by : Rick Barrera

Download or read book Collaborative Selling written by Rick Barrera and published by Morgan James Pub. This book was released on 2006-07 with total page 181 pages. Available in PDF, EPUB and Kindle. Book excerpt: Based on a dynamic new approach proven in sales training programs in some of the nation's most successful companies, Collaborative Selling delivers a result-driven, six-step communication and problem-solving program that helps you accurately target your market... identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both. This is just a sampling of the powerful techniques you will learn from this book: Create your competitive advantage statement-page 4 Determine how you stack up against your key competitors-pages 5-6 Who are your best, most profitable customers-pages 9-14 Creative direct mail/email copy-pages 31-35 Learn how to adapt your selling style to all four customer buying styles-pages 56-57 Take the listening skills assessment-pages 74-75 Dealing with acceptance and rejection-pages 125-128 The 1-5-15-30 follow-up schedule-pages 148-149 Expanding your business with current customers-pages 167-170 ""Collaborative Selling lays out a clear road map for value-added marketing."" - Buck Rodgers, Former Vice President of Marketing, IBM Corporation, Author, The IBM Way ""Tony and Rick are masters of win-win communications. Their new book will take you above and beyond the competition."" - Denis Waitley, Author, The New Dynamics of Winning ""Collaborative Selling offers a fresh, new look at the art of selling that focuses on solving customers' problems and meeting your customers' needs."" -Dr. Charles Garfield, President, The Charles Garfield Group

Selling with Integrity

Author : Sharon Drew Morgen
Publisher : Berrett-Koehler Publishers
ISBN 13 : 9781576750179
Total Pages : 278 pages
Book Rating : 4.7/5 (51 download)

DOWNLOAD NOW!

Book Synopsis Selling with Integrity by : Sharon Drew Morgen

Download or read book Selling with Integrity written by Sharon Drew Morgen and published by Berrett-Koehler Publishers. This book was released on 1997-03 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: Filled with in-depth examples of Buying Facilitation in action, Selling with Integrity details a practical questioning and listening process which facilitates buyers in understanding their complex buying environments.

Conversations That Sell

Author : Nancy Bleeke
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 0814431801
Total Pages : 242 pages
Book Rating : 4.8/5 (144 download)

DOWNLOAD NOW!

Book Synopsis Conversations That Sell by : Nancy Bleeke

Download or read book Conversations That Sell written by Nancy Bleeke and published by AMACOM Div American Mgmt Assn. This book was released on 2013 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner of the Top Sales World Magazine's 2013 Top Sales Marketing Book Award, Gold Medal

Buyer First

Author : Carole Mahoney
Publisher : Page Two
ISBN 13 : 1774583208
Total Pages : 0 pages
Book Rating : 4.7/5 (745 download)

DOWNLOAD NOW!

Book Synopsis Buyer First by : Carole Mahoney

Download or read book Buyer First written by Carole Mahoney and published by Page Two. This book was released on 2023-09-05 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: It’s time to forget everything you think you know about selling. Winning new customers is the number one challenge 80 percent of entrepreneurs face—and a big reason half of small businesses fail within five years. In Buyer First, Carole Mahoney—who once struggled to pay bills and is now a top sales coach and influencer—says the reason so many of us are bad at selling is, well, we think selling is bad. In the “book my clients have been asking me for,” Mahoney shares her revolutionary sales-success formula that draws on data from 2.2 million professional sellers, plus solid research on the psychology of decision-making and behavior change, to show you that sales isn’t something we do to others, it’s something we do with them. With her approachable, honest writing style, Mahoney is like your personal sales coach, guiding you to tailor your current sales strategy in a way that’s consistent with your values and strengths, so you can align how you sell with how customers buy. Complete with worksheets and exercises like exploring your own Sales Origin story, Buyer First teaches you the tactics of a collaborative selling framework. Each point is backed up with real-life stories from Mahoney’s colleagues and students as well as her own experiences. Not only does Buyer First promise to transform your sales approach, help you change your behaviors, and get consistent results—it’ll make you feel fantastic about every transaction.

Effective Sales Enablement

Author : Pam Didner
Publisher : Kogan Page Publishers
ISBN 13 : 0749483652
Total Pages : 257 pages
Book Rating : 4.7/5 (494 download)

DOWNLOAD NOW!

Book Synopsis Effective Sales Enablement by : Pam Didner

Download or read book Effective Sales Enablement written by Pam Didner and published by Kogan Page Publishers. This book was released on 2018-10-03 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales enablement is a proven system for increasing revenue and productivity by creating integrated content, training and coaching for the sales function. Written from a marketer's perspective, Effective Sales Enablement goes beyond sales training and development. Pam Didner presents fresh thinking and creative approaches to improve sales enablement strategies, processes and programmes. Using case studies and examples from well-known brands such as Cisco, Oracle and Google, she provides a blueprint for any organization wanting to create a sales enablement function which will, in turn, accelerate revenue growth. Effective Sales Enablement shows you how to: - Understand trends that impact sales professionals and how to take advantage of them - Become a better marketer with creative ideas on how to support sales - Integrate sales elements into select marketing programmes - and vice versa - Assemble a first-class sales enablement team - Leverage technology to better integrate sales and marketing

Selling with Intergrity

Author : Sharon Drew Morgan
Publisher : National Geographic Books
ISBN 13 : 0425171566
Total Pages : 0 pages
Book Rating : 4.4/5 (251 download)

DOWNLOAD NOW!

Book Synopsis Selling with Intergrity by : Sharon Drew Morgan

Download or read book Selling with Intergrity written by Sharon Drew Morgan and published by National Geographic Books. This book was released on 1999-11-01 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling with Integrity introduces The Morgen Buying Facilitation Method?, the first wholly new sales paradigm based on the idea that buyers have their own answers. Teaching sellers to support buyers' buying patterns, rather than teaching new selling patterns, international speaker and entrepreneur Sharon Morgen offers step-by-step guidelines, practical how-to's and numerous examples of this remarkably effective method in action. Using Buying Facilitation, you can: * Get to the right person immediately * Eliminate unqualified prospects on the first call * Facilitate a buyer's solution-finding process * Stop rejection and objections * Decrease sales cycle by at least 50%, increase revenue by 200 to 500%.

Marketing Encyclopedia

Author : Jeffrey Heilbrunn
Publisher : Contemporary Books
ISBN 13 : 9780844235936
Total Pages : 364 pages
Book Rating : 4.2/5 (359 download)

DOWNLOAD NOW!

Book Synopsis Marketing Encyclopedia by : Jeffrey Heilbrunn

Download or read book Marketing Encyclopedia written by Jeffrey Heilbrunn and published by Contemporary Books. This book was released on 1995 with total page 364 pages. Available in PDF, EPUB and Kindle. Book excerpt: New products and services; Creative communications; Customer service strategies; Marketing channels and selling systems; Strategic marketing management; Micromarkets and micromarketing; Information collection and analysis; Total quality management and the future of marketing.

Improving Sales and Marketing Collaboration

Author : Avinash Malshe
Publisher : Business Expert Press
ISBN 13 : 1606498037
Total Pages : 120 pages
Book Rating : 4.6/5 (64 download)

DOWNLOAD NOW!

Book Synopsis Improving Sales and Marketing Collaboration by : Avinash Malshe

Download or read book Improving Sales and Marketing Collaboration written by Avinash Malshe and published by Business Expert Press. This book was released on 2014-12-13 with total page 120 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales and marketing are two primary business functions that focus on creating satisfied customers. Due to their complementary orientations and objectives, these two functions are ideally positioned for a fruitful, synergetic collaboration. UnfortuÂnately, the practical reality in many companies is far removed from this utopia. Sales and marketing personnel fail to communicate effectively, resulting in misunderstandings, frustration, and sometimes sabotage. Instead of supporting each other in creating superior value for customers, they often fight tiresome internal battles that are a drain on profits, efficiency and customer satisfaction. Improving Sales and Marketing Collaboration offers the first comprehensive perspective on the functioning of sales-marketing interfaces in business to business (B2B) companies. We explore their complementary roles in creating superior value for customers, problems that occur, the underlying causes of these problems, and potential solutions. These solutions are accompanied by a series of tools that managers can use to diagnose their sales-marketing interface and develop appropriate approaches to improve this relationship. Additionally, the book discusses a number of challenges that companies encounter and the impacts on their sales-marketing interfaces. The discussions and tools presented in this book provide managers with a deep underÂstanding of this critical interface, allowing them to apply these insights to improve their sales-marketing interface, which helps them create superior value for customers.

Same Side Selling

Author : Ian Altman
Publisher : IdeaPress Publishing
ISBN 13 : 9781940858869
Total Pages : 206 pages
Book Rating : 4.8/5 (588 download)

DOWNLOAD NOW!

Book Synopsis Same Side Selling by : Ian Altman

Download or read book Same Side Selling written by Ian Altman and published by IdeaPress Publishing. This book was released on 2019-05 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you tired of playing games with your customers? The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one person wins, and the other loses. Instead of falling victim to a win-lose approach, what if you shared a common goal with your potential client? How might things change if the client felt that you were more committed to their success than making the sale? Does it sometimes seem like you and your client are working against each other? Same Side Selling gives practical steps to break through sales barriers and turn confrontation into cooperation. Sellers that implement the Same Side Selling approach will be seen as a valuable resource, not a predatory peddler. A Different Type of Book on Selling What makes Same Side Selling different from any other book on this topic is that it is co-authored by people on both sides : a salesman (Ian) and a procurement veteran who understands how companies buy (Jack). The buyer s perspective is baked into every sentence of the book, along with the seller s point of view. Our aim is to replace the adversarial trap with a cooperative, collaborative mindset. We also want to replace the old metaphor of selling as a game. The New Metaphor: Selling Is a Puzzle Same Side Selling is the idea of solving a puzzle instead of playing a game. Discover how to sell with integrity from the same side of the table for better results all around.

Essential Sales Skills

Author : Robert W. Joselyn
Publisher :
ISBN 13 :
Total Pages : 142 pages
Book Rating : 4.E/5 ( download)

DOWNLOAD NOW!

Book Synopsis Essential Sales Skills by : Robert W. Joselyn

Download or read book Essential Sales Skills written by Robert W. Joselyn and published by . This book was released on 1998 with total page 142 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Dirty Little Secrets

Author : Sharon Drew Morgen
Publisher : Morgen Facilitations Inc
ISBN 13 : 0964355396
Total Pages : 272 pages
Book Rating : 4.9/5 (643 download)

DOWNLOAD NOW!

Book Synopsis Dirty Little Secrets by : Sharon Drew Morgen

Download or read book Dirty Little Secrets written by Sharon Drew Morgen and published by Morgen Facilitations Inc. This book was released on 2009-10 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: What is stopping you from closing all of the sales you deserve to close? Hint: it's not you, not your solution, and not the buyer. It's the sales model itself. Now, in this revolutionary book written by the visionary and NYTimes Business Bestseller Selling with Integrity, go behind-the-scenes with the buyer and learn all of the details that go on off-line prior to a purchase. And learn the 12 'dirty little secrets' that are part of the sales model that actually prevents buyers from buying. Dirty Little Secrets: why buyers can't buy and sellers can't sell and what to do about it breaks down the entire buying decision process, and offers a complete understanding of how buyers buy - the steps they go through, the systems issues they must manage internally, the types of decisions they must make. And learn how the sales model manages merely the last action that buyers take before they adopt a solution. Moving beyond her 7 other highly acclaimed books on her revolutionary Buying Facilitation(R) model, her new book goes to the heart of the buying decision, with great examples and a complex case study to teach the model. Selling with Integrity reviews: "Finally, a sales paradigm which supports our spiritual values and lays the foundation for the shifts occurring in business today." Ken Blanchard, coauthor of The One Minute Manager "Morgen's Buying Facilitation(R) is light years ahead of the rest of the field." Philip Kotler, author of Marketing Management Dirty Little Secrets reviews: "Because of this book, we'll never be able to go back to the old way of selling. It teaches us how buying decisions are made - missing from the industry until now. This book is too big to push under the rug: It's crystal clear and easy to understand, and necessary for any serious sales professional." Jeff Blackwell, Founder SalesPractice.com "This book is a dead-on analysis of how buying decisions get made." Anne Miller, author Metaphorically Selling "Sharon Drew has turned traditional sales thinking upside down and has provided a tactical roadmap for sellers to help buyers get the internal buy-in necessary to buy." Michael Norton, Founder CanDoGo.com "Dirty Little Secrets takes us inside our buyer's decision-making process where we discover factors they need to address prior to buying - most of them having nothing to do with our solution." Jill Konrath, author Selling to Big Companies "Revealing the secret to how people really buy has been untouched... until now! Dirty Little Secrets delivers powerful insights and practical thinking that transform not only selling but all forms of decision making." Lee J. Colan, author Sticking to It "Having pioneered the new sales paradigm more than two decades ago, Sharon Drew is back with a very human, accessible and powerful approach." Britton Manasco, Principal Manasco Marketing Partners "This is not a business-as-usual book, but a dramatic change in how we sell. Someday Buying Facilitation(R) will be a natural part of our sales process." Reg Nordman, Managing Partner Rocket Builders "Dirty Little Secrets is a must read for all senior executives: Morgen explains why sales fails and provides deep insight into how customers decide." Mark Dallmeir, CEO The ROBB Group Holdings "Sharon Drew's Buying Facilitation(R) model is the only approach that manages the off-line decision making. We've used her process for 10 years and our revenues have grown consistently. Dirty Little Secrets should be on the desk of every CEO and sales professional." Jack Hubbard, CEO St. Meyer & Hubbard. "Social entrepreneurs and progressives get uncomfortable about sales techniques and wary of 'manipulating' people. Dirty Little Secrets teaches how to serve customers with no persuasion or manipulation - how to do good, make money and keep integrity intact." Gil Friend, CEO Natural Logic

The Sales Professional's Idea-a-day Guide

Author : Anthony J. Alessandra
Publisher : Dartnell Corporation
ISBN 13 : 9780850132601
Total Pages : 388 pages
Book Rating : 4.1/5 (326 download)

DOWNLOAD NOW!

Book Synopsis The Sales Professional's Idea-a-day Guide by : Anthony J. Alessandra

Download or read book The Sales Professional's Idea-a-day Guide written by Anthony J. Alessandra and published by Dartnell Corporation. This book was released on 1996-10 with total page 388 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The Sales Professional's Idea-A-Day Guide" is loaded with ideas -- 250 of them, one for each workday of the year -- that will make your sales soar and give you the tools to build long-term sales success into your sales career every day of the year.Five minutes a day is all it takes. Whether you've been in sales for 20 days or 20 years, you'll have an easy-to-use daily reference for getting a new idea or double-checking ones you haven't used in a while. The main components -- the self-test, the FYIs, and the work sheets -- cover key points in selling success.

Buyer-Centered Selling

Author : Thomas Williams
Publisher :
ISBN 13 : 9781948974042
Total Pages : 296 pages
Book Rating : 4.9/5 (74 download)

DOWNLOAD NOW!

Book Synopsis Buyer-Centered Selling by : Thomas Williams

Download or read book Buyer-Centered Selling written by Thomas Williams and published by . This book was released on 2019-07-26 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: In 2018 we co-authored The Seller's Challenge: How Top Performers Master 10 Deal Killing Obstacles in B2B Sales. Our motive in writing that book was to provide sellers a "field manual" for assembling both tactics and strategies that address these specific deal killers This book, Buyer Centered Selling: How Modern Sellers Engage and Collaborate with Buyers, combines "seller's challenges" with "buyer's dilemmas." Without the collaborative efforts of both seller and buyer, many buying processes are doomed by lethargy, fear and eroding internal support from the buying community. Buyer-Centered Selling provides sellers strategies and tactics that help the buyer address eleven dilemmas likely to slow and obstruct the buying process. The reader will discover quickly that buying and selling are inextricably connected in their focus on helping the customer buy. Buyer-Centered Selling focuses on: How buying and selling are changing, the emergence of the "digital native" and why sellers should consider a different approach to engaging the buyer. How to map a buying process and align buying and selling activities that expedite a decision. How an effective sales discovery process can bring buyer and seller together through a shared focus on problems, implications, and solutions. Four behavioral styles and how buyer-centered sellers can adjust and adapt to how the customer wishes to receive and process information. How sellers can craft a communication plan to differentiate their product and themselves. How stalled opportunities may be "jewels" that require a little nurturing and encouragement to become a vital addition to your pipeline or funnel. How a buyer's perception of risk and their fear of failure can influence decision making. How dormant leads and inactive accounts may represent excellent prospecting targets. How research can help unlock an executive's mindset, enrich sales calls, and become the "ideal seller." How cross-selling can be a boon to our selling effort, including myths, obstacles, and best approaches to expanding the seller's footprint in a target organization. Valuable tactics for finalizing a deal, including the core elements to a close, barriers to closing a deal, and secrets for managing a successful close. Buyer-Centered Selling represents the best practice in winning sales today. This is more than a just a book. It's a field training manual that outlines step-by-step what you need to do today to work more effectively with buyers. This book is written for frontline sellers, sales managers, learning and development directors, sales enablement executives, account managers, marketing professionals and CEOs. SPECIAL BONUSES! With this book you will get access to a myriad of complimentary online resources including: The Buyer-Centered Selling Workbook and a Concept Card on most of the chapters. These cards provide a quick overview of the chapter and they highlight key takeaways. Sellers can use these Concept Card as a quick reference or to refresh the concepts. Scroll up and Purchase Buyer-Centered Selling right now.