Cargando…
The inner game of selling ... yourself : mind-bending ways to achieve results in business /
The Inner Game of Selling ... Yourself.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Oxford :
Heinemann Professional,
1989.
|
| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- Front Cover; The Inner Game of Selling ... Yourself: Mind-Bending Ways to Achieve Results in Business; Copyright Page; Dedication; Table of Contents; Chapter 1. Get inside the mind ... and you will find . . .; ESP; Chapter 2. Mind bending using ESP: Empathy, Sincerity, Perspicacity; Meeting people; Chapter 3. Asking questions; Questioning Listening; The first six minutes; Questioning techniques; Chapter 4. Being a good listener; Productive listening; Objections; Chapter 5. Holding attention; The attention curve; Ways to win more attention; Chapter 6. Make your memory pay.
- Remembering namesBusiness cards can be trumps; Importance of a good memory in business; Empty promises; Memory improving tricks; Chapter 7. Tricks with the telephone; Switchboard; Secretary; Chatting up the decision maker; Talking your way into an appointment; Chapter 8. Client types; Get on with it: give me the bottom line; Aggressive: what's in it for me?; Meticulous and methodical; Friendly: I'll talk to anybody; Amicable: let's get you off your guard; Chapter 9. Stereotype salespeople; Rambles on regardless; Monotonous and mean with words; Confident: it's in your interest to buy from me.
- Chapter 10. Negotiating to winGame plan; Concessions; Concluding; Chapter 11. Making words work for you; A true story; Chapter 12. Acting the part
- wrongly and rightly; Dealing with the secretary; Securing an appointment; The first meeting; The third meeting; Questionnaire: have you developed ESP?; Answers.