The Sales Success Handbook: 20 Lessons to Open and Close Sales Now

图书标准信息

• 作者 Linda Richardson 著
• 出版社 Mcgraw-Hill
• 出版时间 2006-03
• ISBN 9780071463317
• 定价 153.70元
• 装帧 精装
• 开本 其他
• 纸张 其他
• 页数 128页
• 正文语种 英语
• 丛书 Mighty Managers Series

【内容简介】

Toselltoday,salespeoplemustaddvalue,provideperspective,andshowcustomershowaproductwillsolvetheirspecificneeds.TheSales
SuccessHandbookoutlinesasix-stepprogramforhearingandunderstandingexactlywhatcustomershavetosayandforsellingsolutions—insteadofjustsellingproducts.

【作者简介】

LindaRichardsonisfounder,CEO,andpresidentofRichardson,aleaderintheglobalsalestrainingindustry.Apioneerintheongoingmovetoconsultativesellingandpopularspeakeratindustryandclientconferences,RichardsonalsoteachessalesandmanagementcoursesattheWhartonSchoolandWhartonExecutiveDevelopmentCenter.ShehasbeenfeaturedinForbes,Nation'sBusiness,andothernationalpublications,andistheauthorofinfluentialbooksincludingStopTelling,StartSelling,SellingbyPhone,SalesCoaching,andothers.

【目录】

Salestalk1
Createadialogue5
Alwaysbepreparing9
Sharpenyourcriticalskills13
Openwithafocusonyourcustomer17
Relatetoyourcustomers21
Positionyourquestioning25
Developaquestioningstrategy29
Thinkquestions33
Developdeeperneeddialogues37
Focusonhowskillfullyyouaskquestions41
Listeneffectively45
Positionyourmessage49
Analyzeyourcompetitors53
Useobjectionstomoveforward57
Checkforcustomerfeedback61
Don'tnegotiatetooearly65
Treatclosingasaprocess69
Leverageallresources73
Followupflawlessly77
Validatetheopportunity81
Makeithappen85
Moretipstosharpenyourskills89
OtherTitlesintheMcGraw-HillProfessionalEducationSeries111