Access advanced behavioral and consultative selling tools and approaches to differentiate your approach and develop stronger, deeper relationships that drive performance, growth and job satisfaction.
Practical
Packed full of tools, self-assessments, worksheets and worked examples.
Insightful
Curated content and stories from
business authors and leading experts.
Proven
Used by leading organizations
and business partners.
Application canvases and learning programs feature IoweU™ approaches, tools and content from Smarter Selling, the international best-seller, first published by FT-Prentice Hall.
“If you liked SPIN Selling, you should read Smarter Selling. It completes the jigsaw of buyer influences through addressing the emotional and psychological aspects of the sales process.
This critical dimension provides a means of real differentiation.”
Chris Greaves, Sales Director (Northern Europe), Ipswitch Inc, USA
"Success in the consultative sale is all about creating customer value from every meeting, but few salespeople know how to do this. This book has many useful and practical ideas to
help salespeople improve their value-creating capabilities."
Neil Rackham, best-selling author of SPIN Selling
"It’s probably the ‘how’ contained in these pages that makes the deepest impression.
Any book can theorize on the ‘what’, but here we see the authors going one better to explain steps that bring it all together using contemporary examples from around the world."
Nic Read, best-selling author of Selling to the C-Suite
"The tools covered in this book will help any sales person who is
wanting to make the shift from a traditional to a consultative
approach and ultimately towards becoming a trusted advisor."
Charles H. Green, best-selling co-author of The Trusted Advisor
"Dugdale and Lambert have written a thoughtful, practical book that
everyone learning how to sell complex services should read and which
experienced sellers should read as a refresher and enhancer of their skills."
Ford Harding, best-selling author of
Rain Making: Attract New Clients No Matter What Your Field
“The tools provided by IOWEU within this book have provided a framework
from which we developed the adidas’ customer relationship strategy
and assisted in the development of “best-in-class” sales professionals.”
Andrew Gaze – VP Sales, adidas Group, Asia-Pacific Region
“Every now and then, you read a book that turns
accepted wisdom on its head and shows a new way.
This is one of those books.”
Rick Adkinson, CEO, Private Capital, Hong Kong
“We have been using the tools discussed in this book
for some time and they have had a significant impact
on the confidence and ability of our people to sell.”
Stuart Cioccarelli, Tax Partner, Deloitte
“Smarter Selling has had a significant impact on the approaches our
sales team have
taken with building relationships with their clients. We continually look for
ways
to bring value and insight to every prospect and client interaction, even if
billable
revenue is months (or a year) away.”
Katherine L. Granger, Executive Vice President, Fort Hill Company, USA
"In
terms of
being able to differentiate how our front-line bankers engage with clients,
winning
and building trust, and developing long-term strategic relationships, we think
that these ideas will definitely help us to achieve the kind of client experiences
that we strive to deliver.”
Jeffrey Chiam, Head, Human Resources, Bank Julius Baer, Asia & Middle East
Engage Application Canvases
There are 19 hands-on application canvases which lead you through the buying and sales journey - from understanding your client and yourself more fully, to getting meetings with busy people, how to have effective conversations through questioning and deeper listening, presenting your offerings more effectively, as well as handling questions and queries.
Engage Learning Programs
Flexible learning to meet the needs of individuals, teams and entire organizations:
- Self-paced, virtual, or face-to-face.
- Delivered by our trainers, affiliates, or by your own people who have been through the Relcap Facilitator Accredition Program.
- Individual programs, bundles of programs, or the entire curriculum.
- Tailored to your specific needs, or incorporated seamlessly into your own business development / sales training programs.
"After participating in the session, my overall reaction to the tools, resources, and learning experience is highly positive. The tools provided were intuitive and seamlessly integrated into the training process, making it easy to engage with the material. The resources offered were comprehensive and well-structured. Overall, the session effectively combined practical tools with valuable resources, creating an enriching and effective learning experience."
Workshop and Online Learner [September 2024]
"Overall, I feel this learning experience was useful and constructive. The content is explained in a very easy to understand manner but at the same time has depth and understanding."
Blended learning participant [June 2024]
"Most of the SHAPE questions are carefully constructed to achieve a great conversation without making the other party feel left out.
It is great to focusing on increasing the value to the other person,
and help us find the right path to achieving this."
Learner focused on Questioning [May 2024]
“We have been using the tools discussed in this book
for some time and they have had a significant impact
on the confidence and ability of our people to sell.”
Stuart Cioccarelli, Tax Partner, Deloitte
"In
terms of
being able to differentiate how our front-line bankers engage with clients,
winning and building trust, and developing
long-term strategic relationships, we think
that these ideas will definitely help us to achieve the kind of client experiences
that we strive to deliver.”
Jeffrey Chiam, Head, Human Resources,
Bank
Julius Baer, Asia & Middle East
