Make the sale happen before lunch : 50 cut-to-the-chase strategies for getting the business results you want /

Authored by America's top sales trainer; Stephan Schiffman; this strategic guide presents proven; easy-to-implement strategies to get your next phone call returned; set up a meeting with a reluctant prospect; frame questions to get favorable responses; and much more. --

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Schiffman, Stephan
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : McGraw-Hill, Ã2012.
Temas:
Selling.
Selling > Psychological aspects.
Vente.
Vente > Aspect psychologique.
selling.
Management.
Business & Economics.
Management Styles & Communication.
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • Machine generated contents note: pt. ONE MAKE SOMETHING HAPPEN BY ... GETTING OBSESSED ABOUT THE RIGHT STUFF
  • Rule 1 Throw Out the Ball
  • Rule 2 Obsession Without Discipline Equals Chaos
  • Rule 3 Act Where You Want to Be, Not Where You Are
  • Rule 4 Focus with Specificity on Your Next Step
  • Rule 5 Create a Sense of Urgency
  • Rule 6 People Respond in Kind
  • Rule 7 Understand That People Communicate in Stories
  • Rule 8 Expect Negative Initial Responses
  • Rule 9 Know Where You Add Value
  • Rule 10 No Contact Base Is Big Enough
  • Rule 11 Know Your Personal Commercial
  • Rule 12 Lie to Your Own Brain
  • So You Can Hardwire Your Best Moves
  • Rule 13 Accept That Genius Without Ego Is Impossible
  • Rule 14 Become a Virtual Employee
  • Rule 15 Get Redundant
  • by Building Backup Plans for Contacts Who Are Depending on You
  • Rule 16 Plan Your Key Questions
  • Rule 17 Learn to Say "Next!"
  • Rule 18 Act Confidently on Good Ideas
  • Rule 19 You Win When You Lose
  • Note continued: Rule 20 Focus on Your Resources, Not Your Obstacles
  • Rule 21 Find Your Passion
  • pt. TWO MAKE SOMETHING HAPPEN BY... USING A PROCESS THAT GETS YOU TO THE NEXT STEP
  • Rule 22 Rewrite the Rules Whenever You Can
  • Rule 23 Put the Times Square Principle to Work for You
  • Rule 24 Make Calls for an Hour a Day
  • Rule 25 Know the Buy-in Process
  • Rule 26 Get It All Down in Black and White
  • Rule 27 Turn Responses Around
  • Rule 28 Don't Get Sidetracked
  • Use the Ledge
  • Rule 29 Ask Why They're Not Working with You Now
  • Rule 30 Live Off Peak
  • Rule 31 Solidify Your In-Person Opening
  • Rule 32 Know Where You Add Value
  • Rule 33 Ask About the Past, the Present, and the Future
  • Rule 34 Ask "How" and "Why" Questions
  • Rule 35 Spend at Least 75 Percent of Your Time Gathering Information
  • Rule 36 Verify Before Recommending Anything
  • Rule 37 Manage Your Opportunities Effectively
  • Rule 38 Build Your Schedule Around the Board
  • Note continued: Rule 39 Build Your Proposal Around Core Objectives
  • Rule 40 Dare to Be Wrong
  • Rule 41 Say, "It Makes Sense to Me
  • What Do You Think?"
  • pt. THREE MAKE SOMETHING HAPPEN BY ... TOUGHING IT OUT UNTIL YOU CATCH A BREAK
  • Rule 42 Beat "Bad Days" to the Punch
  • Rule 43 Learn to Love "No"
  • Rule 44 Don't React
  • Respond
  • Rule 45 Be Willing to Walk Away
  • Rule 46 Use Fallbacks Effectively
  • Rule 47 Ride to the Rescue
  • Rule 48 Break the Walls of the Aquarium
  • Rule 49 Think Big Enough to Outlast "Defeat"
  • Rule 50 Failure Is a State of Mind ... Success Is a State of Action.

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