Introduction: the hardest part of selling solutions -- The dark side of customer consensus -- The mobilizer -- The art of unteaching -- Building commercial insight -- Commercial insight in action -- Teaching mobilizers where they learn -- Two types of tailoring -- Taking control of consensus...

Publisher's acknowledgements -- About the author -- Know who you're targeting -- Introduction -- The psychology of decision-making -- Who are you targeting? -- Cultural quirks -- Individual differences -- Communicate persuasively -- Basic principles -- Optimising your website -- Selecting the...

About the author -- What are you selling -- The dialogue sales process -- Relationship selling principles -- A business developer's workday - peter's top 10 worklist -- Other important sales topics -- Conclusion -- Appendix I: Relationship selling principles -- Appendix II: Dialogue puzzle --...