Put the Win Back in Your Sales: The Key to Sales Mastery: Understanding How and Why People Buy - Hardcover

Inhaltsangabe

The sales winds have shifted for good. Globalization, economic conditions, changing demographics, increased competition and a host of other factors have all contributed to the volatility of today s marketplace. Yet there remains one constant in every market a human being is making a decision whether or not to buy from you. This book presents a sales approach that is based on scientific research into human perceptions, motivation and behavior. Understanding how and why people buy will provide you with the framework necessary to transform your sales activities into a collaborative process with the prospect. The entire dynamic of the seller-buyer interaction will change. Defensive prospects, verbal fencing and all of the other games that get played during typical buyer-seller exchanges will be eliminated. You will find yourself having meaningful conversations with your prospects that will allow you to quickly and accurately determine if and how you can provid

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