Consultative closing: simple steps that build relationships and win even the toughest sale
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
New York
AMACOM
c2007
|
| Schlagworte: | |
| Online-Zugang: | FAW01 FAW02 Volltext |
| Beschreibung: | Includes index Consultative salespeople often struggle with closing -- Creating mini-steps in the closing process -- How to create mini-steps in the closing process -- How to use mini-steps to close for action -- Embracing no as a sales culture -- Consultative closing by focusing on after the sale -- Consultative closing for managers (a short course) -- A 4-week plan for implementation and lasting success This is the only book on the marketplace that specifically addresses closing strategies that work in the consultative sales process. This is important as traditional closing strategies involve behaviors that fly in the face of the relationship building consultative sales model. This book provides an alternative. It contains practical tools, including a list of effective closing phrases and questions. The book gives readers invaluable guidance on: showing clients how a product or service will address their problems and maximize their return on investment; address concerns - and even "no"s - without seeming pushy; and help clients visualize past the moment of closing to see the positive effects the sale will make for them |
| Beschreibung: | 1 Online-Ressource (ix, 242 p.) |
| ISBN: | 0814429777 0814473997 1281128430 9780814429778 9780814473993 9781281128430 |
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| 500 | |a Includes index | ||
| 500 | |a Consultative salespeople often struggle with closing -- Creating mini-steps in the closing process -- How to create mini-steps in the closing process -- How to use mini-steps to close for action -- Embracing no as a sales culture -- Consultative closing by focusing on after the sale -- Consultative closing for managers (a short course) -- A 4-week plan for implementation and lasting success | ||
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Datensatz im Suchindex
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| any_adam_object | |
| author | Bennett, Greg |
| author_facet | Bennett, Greg |
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| building | Verbundindex |
| bvnumber | BV043103173 |
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| dewey-full | 658.85 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.85 |
| dewey-search | 658.85 |
| dewey-sort | 3658.85 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| id | DE-604.BV043103173 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T07:17:31Z |
| institution | BVB |
| isbn | 0814429777 0814473997 1281128430 9780814429778 9780814473993 9781281128430 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-028527364 |
| oclc_num | 77569207 |
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| owner | DE-1046 DE-1047 |
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| physical | 1 Online-Ressource (ix, 242 p.) |
| psigel | ZDB-4-EBA ZDB-4-EBA FAW_PDA_EBA |
| publishDate | 2007 |
| publishDateSearch | 2007 |
| publishDateSort | 2007 |
| publisher | AMACOM |
| record_format | marc |
| spelling | Bennett, Greg Verfasser aut Consultative closing simple steps that build relationships and win even the toughest sale Greg Bennett New York AMACOM c2007 1 Online-Ressource (ix, 242 p.) txt rdacontent c rdamedia cr rdacarrier Includes index Consultative salespeople often struggle with closing -- Creating mini-steps in the closing process -- How to create mini-steps in the closing process -- How to use mini-steps to close for action -- Embracing no as a sales culture -- Consultative closing by focusing on after the sale -- Consultative closing for managers (a short course) -- A 4-week plan for implementation and lasting success This is the only book on the marketplace that specifically addresses closing strategies that work in the consultative sales process. This is important as traditional closing strategies involve behaviors that fly in the face of the relationship building consultative sales model. This book provides an alternative. It contains practical tools, including a list of effective closing phrases and questions. The book gives readers invaluable guidance on: showing clients how a product or service will address their problems and maximize their return on investment; address concerns - and even "no"s - without seeming pushy; and help clients visualize past the moment of closing to see the positive effects the sale will make for them BUSINESS & ECONOMICS / Marketing / General bisacsh BUSINESS & ECONOMICS / Distribution bisacsh Selling fast Wirtschaft Selling http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=174736 Aggregator Volltext |
| spellingShingle | Bennett, Greg Consultative closing simple steps that build relationships and win even the toughest sale BUSINESS & ECONOMICS / Marketing / General bisacsh BUSINESS & ECONOMICS / Distribution bisacsh Selling fast Wirtschaft Selling |
| title | Consultative closing simple steps that build relationships and win even the toughest sale |
| title_auth | Consultative closing simple steps that build relationships and win even the toughest sale |
| title_exact_search | Consultative closing simple steps that build relationships and win even the toughest sale |
| title_full | Consultative closing simple steps that build relationships and win even the toughest sale Greg Bennett |
| title_fullStr | Consultative closing simple steps that build relationships and win even the toughest sale Greg Bennett |
| title_full_unstemmed | Consultative closing simple steps that build relationships and win even the toughest sale Greg Bennett |
| title_short | Consultative closing |
| title_sort | consultative closing simple steps that build relationships and win even the toughest sale |
| title_sub | simple steps that build relationships and win even the toughest sale |
| topic | BUSINESS & ECONOMICS / Marketing / General bisacsh BUSINESS & ECONOMICS / Distribution bisacsh Selling fast Wirtschaft Selling |
| topic_facet | BUSINESS & ECONOMICS / Marketing / General BUSINESS & ECONOMICS / Distribution Selling Wirtschaft |
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