Selling in the New Economy: How to Gain an Edge to Help Your Competitors Lose and Your Customers Win

In Selling in the New Economy, Bob Melka dissects and examines the strategies and tactics of selling in today's increasingly competitive marketplace. Founded on human and organizational psychology, the principles explained give sales professionals of all experience levels some new ways to think about, relate to, and interact with customers. He offers, with a well-crafted balance of theory and practice, a roadmap to guide revisions in thought and behavior and gain a significant edge over the competition. Selling in the New Economy is also a clarion call for change in the way companies train, lead, and equip their sales people. Completely devoid of techniques such as "closing skills," the book's counterintuitive behaviors are grounded in irrefutable observation of buyers' response to decreasing demand, expanding costs, and the heightened competition for deals in virtually every sector. The book makes a compelling case for why and how sellers must change or accept a state of diminished expectations. Articulated with clarity and insight acquired over forty years of helping sales professionals succeed, the book is laced with real-world examples, mini-case studies, and sales adventures drawn from Melka's personal archives of selling, sales management, and a consulting practice touching dozens of companies and thousands of sales professionals.