10.4 Interactions: How to Develop a Sales Touch System, Guide the Customer Conversation, and Sell with Credibility in B2B Sales Paperback / softback - 2017

The old sales playbook is dead. Here's what replaces it.

Need satisfaction selling. Solution selling. Feature-benefit scripts. The techniques that once filled quotas are now closing doors, and the salespeople still using them are being left behind.

In today's B2B landscape, buyers are more informed, more sceptical, and more time-pressed than ever. Research shows they need up to 10.4 meaningful interactions before committing to a purchase. The question isn't whether you can close the deal, it's whether you've earned the right to have the conversation at all.

10.4 Interactions introduces the Touch System: a structured, three-to-six month approach to winning the attention of key customers by delivering genuine value long before you ask for anything in return. Drawing on real-world sales experience across global businesses, Michael Smith reveals how the most successful modern salespeople operate less like traditional reps and more like trusted advisers, coaches, and credible experts.

Across three tightly focused parts, you'll learn:

• How to think and act like an Intrapreneur - taking ownership of your results in a fast-changing market
• A proven six-step process for guiding customer conversations from first contact to confident close
• How to position yourself as the Credible Expert your customers actively seek out - and keep coming back to

If you're serious about B2B sales success in the modern economy, the answer isn't more calls or better scripts. It's becoming the kind of professional your customers genuinely want to hear from.

This is how you get there.