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"Customer Education" presents strategies and techniques to adequately educate the customer about the value of the product. It helps sales people to effectively communicate the value of their products through value propositions to properly educate their customers to differentiate themselves to increase their sales. Its unique advantage is that sales people learn why adequate customer knowledge is essential and understand the effective tactics, strategies and techniques to educate customers about the value of their products, resulting in fewer price objections and more sales. If you or your salespeople: utilize ineffective strategies and techniques to educate customers; focus on price and want discounts for every deal; communicate price and product details before establishing value; assume customer has same level of knowledge of products as the sales person; don’t comprehend what the customer needs to know; and are incapable of effectively applying principles of customer knowledge and education, then this book will help effectively solve these problems.Biografía del autor:
Timothy F. Bednarz, Ph.D. is the author of the 125 books included in Pinpoint Skill Development Training Series. He has also authored “Great! What Makes Leaders Great,” which was selected by “Foreword Review Magazine” as one of the top ten career books published in 2011, as well as a finalist in the “2011 Foreword Review Book of the Year Awards.” He is also a contributing author of “Practical Ethics for the Food Professional” (Wiley and Sons, New York, NY), which will be published in 2013. Dr. Bednarz brings a wide spectrum of over 30 years of professional experience as a business consultant and entrepreneur, buttressed by years of extensive research on the best practices of successful entrepreneurs and business leaders to create a number of truly unique books and content published on his blog and in a number of magazine articles. He has the distinctive ability to organize data and information to visualize trends and patterns to develop and highlight effective solutions, as well as to take complex topics and concepts and make them understandable to the average person. This allows him to develop unique insight and perspectives, which he shares with his readers and audiences in his books and presentations. It is because of these abilities, that his books are unique in the content he provides, including focusing how to apply his recommended solutions to the workplace. His work incorporates the lessons he learned from his own personal struggles as an entrepreneur, where he experienced disappointments and adversity and succeeded through a personal vision, supported by his persistence and perseverance, allowing him to empathize with his audience and present unique solutions from the perspective of one who has been in the trenches and who communicates what works and what detours and barriers to avoid. Using these skills, Timothy Bednarz conceptualized and developed the Pinpoint Skill Development Training Series, a comprehensive professional business library, after working as a consultant with hundreds of companies since 1980. He identified the critical skills that contributed to their success, and identified the best practices in each area of their businesses. Based upon his research, the tightly focused skill development books were created and designed after he distilled his knowledge and expertise into concise and easily understood concepts to improve performance, generate results and meet the specific objectives of his customers.
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