The power of positive selling : 30 surefire techniques to win new clients, boost your commission, and build the mindset for success /

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Schiffman, Stephan
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : McGraw-Hill, ©2012.
Temas:
Selling.
Selling > Psychological aspects.
Vente.
Vente > Aspect psychologique.
selling.
Selling
Selling > Psychological aspects
Commerce.
Business & Economics.
Marketing & Sales.
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • Cover Page
  • The Power of Positive Selling
  • Copyright page
  • Contents
  • Acknowledgments
  • Introduction
  • Part I Putting Your Best Foot Forward
  • 1 The Reality of Selling
  • 2 Who Buys and Who Doesn't
  • 3 Why People Buy From You
  • 4 It's All About Attitude
  • 5 Believe in Yourself
  • 6 Believe in your Company
  • 7 Believe in what you're selling
  • 8 The Power of Integrity
  • 9 Some Lessons About Dishonesty
  • 10 Putting the Customer First
  • Part II Ready, Set, Sell!
  • 11 Aligning Your Goals with Your Customer
  • 12 Do Your Research
  • 13 First Impressions Count
  • 14 Setting the Tone for the Conversation
  • 15 Establish the Pace
  • 16 Listen Before You Talk
  • 17 How to Ask Questions
  • 18 Ten Things You Should Never Say
  • 19 Ending the First Conversation
  • 20 The Importance of Positive Follow up
  • Part III From Start to Close
  • 21 Types of Clients
  • 22 Meeting Objections
  • 23 The Angry Client
  • 24 The Passive-Aggressive Client
  • 25 The Indecisive Client
  • 26 The Needy Client
  • 27 Coming to a Close
  • 28 When to Walk Away
  • 29 When the Client Walks Away
  • 30 Building for the Long Term
  • Index

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