Title Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change
Author Lou Schachter and Rick Cheatham
Publisher BTS Group AB
Description “Selling Vision is a step-by-step guide to creating and selling change. By implementing new change management strategies into their unique X-XY-Y selling methodology, the authors: propose a new logic for thinking about executing major sales transformations… Examine these transformations from the customer’s perspective and how their changing buying patterns suggests a particular way of focusing selling activities… consider the perspective of salespeople and what they can do to sell change to their customers…” (Selling Vision)
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