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Book details
  • SubGenre:Sales & Selling / General
  • Language:English
  • Pages:113
  • eBook ISBN:9781483522661

TILT Selling to Today's Buyer

The Way Your Customers Buy Has Changed...Find Out How to Sell to Them

by Kevin Ryan

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There’s no such thing as a level playing field... especially in sales. Find out from Kevin and Qin En how to TILT it your way! The internet has changed the way people buy. Now, the customer can know more about the product than the salesperson. Learn how to build trust quickly, put yourself in a position of influence, apply leverage to help your customer move forward with confidence and trigger their buying decision!
In this market, the TILT Sell Process can be your edge over the competition. TILT was designed for the buyer-centric market. It works from the perspective of the consumer in a buying-partnership model. It is based on quickly creating the right relationship and then progressing it to a facilitated buying decision so it is suited to both one-off sales interactions and long-term business relationships. It allows novice salespeople to use quite high level skills quickly and it shows experienced salespeople how to modify their relationship skills to work with the post-internet consumer. The TILT strategies are specific and targeted, but non-manipulative. They want to move to the next step; it is natural and unforced. Rather than being perceived as a salesperson, the TILT practitioner is seen as a trusted buying adviser. TILT is an acronym for the four key steps: 1. Trust – build trust quickly 2. Influence – put yourself in a position of influence 3. Leverage – apply leverage to move the client forward confidently 4. Trigger – identify and apply the factors that will trigger a buying decision
About the author
Kevin is an experienced conference speaker, workshop leader, facilitator and MC. He has twenty-five years experience as a corporate trainer and fifteen years experience as a professional speaker. He runs his own business from Brisbane, speaking at conferences and seminars across Australia, New Zealand and Asia specialising in the areas of sales, negotiation & communication skills, and humour in business. His clients include some of Australia’s and Asia’s largest organisations, politicians, members of the judiciary, Olympic athletes and elite sports people. He has authored ten books on communication skills and sales that are used extensively throughout Australia, New Zealand, Asia, Europe and South Africa. His articles on communication skills, sales & humour in business regularly appear in major daily newspapers and industry magazines. Kevin is a Certified Speaking Professional (CSP) which is the highest possible level in professional speaking and the only one recognised internationally. He is Past National President of the National Speakers Association of Australia.