Human to Human Selling

• AcknowledgmentsAbout the AuthorIntroductionPart One: Redefining the Customer Relationship: From Adversarial to HumanChapter 1: A Brief History of Customer RelationshipsChapter 2: Selling to Humans: The Five Stages of Relationship DevelopmentPart Two: Human-to-Human Selling: Getting InvolvedChapter 3: Follow the Buying CycleChapter 4: Phase One: AwarenessChapter 5: A-SALE and a StoryChapter 6: Phase Two: AssessmentChapter 7: Phase Three: ApprehensionChapter 8: Phase Four: ActionChapter 9: Phase Five: AdoptionPart Three: The Human-to-Human Enterprise: Growing UpChapter 10: The Human-to-Human Enterprise Lifecycle: The Five Stages of Company DevelopmentChapter 11: The Winners’ QuadrantChapter 12: The Way ForwardResources

“Few things are more important than recognizing the value that customers create for your company. Of course, they create the most value for you when you create the most value for them. Simple, but it's shocking how many companies are busy marketing and selling—and forget this simple truth. Adrian Davis has laid out a plan designed to help novice and experienced salespeople, and the executives who manage them, grow their own companies by helping their customers succeed. More than just inspiration, this book provides sound approaches, memorable thinking, and practical checklists for closing deals that work for both buyer and seller. You need this book on your bookshelf, and in your head every time you work with a customer.” -- Don Peppers and Martha Rogers, Ph.D., Founders of Peppers & Rogers Group, Co-authors of Extreme Trust: Honesty as a Competitive Advantage and a series of bestselling books on customer relationships and customer value