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Autor(en): 
  • Tom Hopkins
  • Ben Katt
  • When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward 
     

    (Musik CD)
    Dieser Artikel gilt, aufgrund seiner Grösse, beim Versand als 3 Artikel!


    Übersicht
     
    Lieferstatus:   Auf Bestellung
    Veröffentlichung:  Mai 2014  
    Genre:  Wirtschaft / Recht 
    ISBN:  9781478926986 
    EAN-Code: 
    9781478926986 
    Verlag:  Little, Brown and Company 
    Einband:  Compact Disc (Audio-CD)  
    Sprache:  English  
    Dimensionen:  H 135 mm / B 153 mm / D 20 mm 
    Gewicht:  182 gr 
    Bewertung: Titel bewerten / Meinung schreiben
    Inhalt:
    This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. Hopkins and Katt explain that most sales reps take a traditional linear approach to selling, but that the trick in closing is in taking a more creative and circular approach. That's the key.

    It all starts with how the buyer initially says, "No." Too many sales reps don't pay close attention as to how that's presented. Hopkins and Katt point out that "no" may suggest all sorts of other options -- avenues that can eventually led to the buyer actually saying yes.

    The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this tricky process. Along the way, WHEN BUYERS SAY NO details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer-seller relationships.

    There's particular emphasis on how to establish the kind of rapport that ultimately leads to a successful close.

      
     Empfehlungen... 
     When Buyers Say No: Essential Strategies for Keepi - (Buch)
     When Buyers Say No: Essential Strategies for Keepi - (Buch)
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