Win-Win Selling: The Original 4-Step Counselor Approach for Building Long Term Relationships With Buyers - Softcover

Wilson Learning Library

 
9789077256015: Win-Win Selling: The Original 4-Step Counselor Approach for Building Long Term Relationships With Buyers
Softcover
ISBN 10: 9077256016 ISBN 13: 9789077256015
Verlag: Nova Vista Publishing, 2003

Inhaltsangabe

Whether you are a new or experienced salesperson, you can adopt the unique problem-solving Counselor mindset and avoid or address the four key obstacles to buying, using Counselor techniques: Relating -- create an open, trusting relationship as a base for solving problems. Avoids a lack of trust. Discovery -- bring out and understand your customer's problems, goals and visions, so you can create solutions together. Avoids a sense that the customer doesn't need your solutions. Advocating -- link your customer's problems and goals with the solution you jointly develop, then make your customer an internal advocate to help close the sale. Avoids the sense that you can't help. Supporting -- stick by your customer after the sale to ensure the customer feels the benefits of your solution and sees needs being met. Avoids the feeling of no satisfaction. This process can produced measurable results starting the the first day you use it!

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Verlag
Nova Vista Publishing
Erscheinungsdatum
2003
Sprache
Englisch
ISBN 10 
9077256016
ISBN 13 
9789077256015
Einband
Taschenbuch
Anzahl der Seiten
160
Kontakt zum Hersteller
Nicht verfügbar
Verantwortliche Person
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