Sales therapy? : effective selling for the small business owner /

If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn't work anymore. It's relationships that count. Real selling is about understanding customers' goals and help.

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Leboff, Grant
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Hoboken, NJ : Capstone Pub., ©2007.
Temas:
Sales management.
Small business > Management.
Selling.
Customer relations.
Relationship marketing.
Ventes > Gestion.
Petites et moyennes entreprises > Gestion.
Vente.
Marketing relationnel.
selling.
Customer relations
Relationship marketing
Sales management
Selling
Small business > Management
Acceso en línea:Texto completo
Tabla de Contenidos:
  • Moving away from the transactional model
  • Selling snow to the Eskimos
  • Putting the relationship first
  • Deconstructing the myth of benefit selling
  • Stop using benefits-start using problem maps
  • Why the USP stops you selling
  • Your emotional selling point and giving value
  • Building pipeline
  • Routes to market
  • Empowering your buyer
  • Understanding your purchasers
  • Asking questions-the diagnosis
  • When it's time to talk
  • Objections and concerns
  • Traditionally it's called closing
  • Following up-continuing the relationship.

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