Learn the secret of what really drives sales—and how to give people what they need so they want to buy from you. Are you a salesperson who has been hearing too many "We'll think it overs", "Get back to mes", and "We'll let you knows"? If so, you're in good company. Author Greg Nanigian has interviewed thousands of chief executives, sales managers, and salespeople, and found that over ninety percent of them have exactly the same problem. Why? Because they've been taught to rely on an ineffective traditional selling process, one that includes features, benefits, and free consulting very early in the discussion. This means they present too soon and leave the customer in control of the relationship. As a result, they don't get beyond a superficial discussion of prospects' interests and problems. They also don't uncover the impact of those problems on prospects' companies or families, don't identify the impact on prospects personally, and don't establish prospects' level of commitment to fixing the problem. The bottom line: they never find out the prospects' true feelings—and feelings are where selling takes place.
Älykäs johtaminen 7.0 : Miten kasvaa viisaaksi johtajaksi?
Pentti Sydänmaanlakka
bookHyvät, pahat ja millenniaalit : Miten meitä tulisi johtaa
Atte Mellanen, Karoliina Mellanen
audiobookbookVetoa tunteisiin : Luo parempia asiakaskokemuksia ja pysyvämpiä asiakassuhteita
MInna Killström
audiobookbookTunteet ei kuulu työpaikalle
Camilla Tuominen
audiobookbookRekrytoija
Saana Rossi
audiobookbookMyyntikirja : Menesty uuden ajan B2B-myynnissä
Sani Leino, Kert Kenner
audiobookbookMiten johtaa ihmistä : 102 ohjetta esimiehelle
Pekka Järvinen
audiobookbookAivojen ääretön tarina
David Eagleman
audiobookbookKuoleman monet kasvot - Totuus oikeuslääkärin työstä
Ursula Vala
audiobookbookThe Condo Book : How to Not Get Burned When Buying and Living in a Home Within a Community Association
David T. Schwindt
bookList Building Resolution Bundle, 2 in 1 Bundle : How to List and List Building Lifestyle
Josh Abbey, Tommie Arnold
audiobookThe Priority List: A Teacher's Final Quest to Discover Life's Greatest Lessons
David Menasche
book