Secrets of Closing Sales - Couverture rigide

Roth

Couverture rigide

ISBN 10 : 0137994125 ISBN 13 : 9780137994120

Editeur : Prentice Hall, 1997

Synopsis

A new edition of the best-selling guide to the art of closing sales. The new edition provides tactics, strategies and methods, and coverage now includes insight into critical path selling, group selling, strategic selling, and key account selling. Other topics covered included how to analyze the customer psyche, how to cash in on callbacks, how to make the telephone your tool, not your tyrant, how to get leads from satisfied customers, and how to profit from telemarketing.

A propos du livre

Présentation de l'éditeur

The #1 bestseller on the art of closing sales is now fully updated to meet the challenges of today’s competitive new sales environment—with 53 case studies drawn from real life.
 
The sixth edition features the newest selling tactics and strategies, the latest products, and the new salesperson/customer relations. Among the newer methods covered are critical path selling, group selling and teleconferencing, strategic selling, consultative selling, conceptual selling, empathic selling, and key account selling. Plus, you’ll also discover, step-by-step, the secrets of how to:
• Analyze the customer’s psyche to determine your selling strategy
• Cash in on the callbacks and follow-up visits
• Make more effective use of the telephone
• Get great leads from satisfied clients
• Profit from telemarketing
• Make sure a closed sale stays closed
 
Highlighted by actual real-world examples that demonstrate these successful strategies and techniques in action, Secrets of Closing Sales gives you the tested tools you need to double or even triple your current income.
 
“The appeal of this . . . is in the stories and closing lines collected from master salespeople. You’ll be struck by how simple and effective many techniques are.”— Executive Book Summaries

Biographie de l'auteur

Roy Alexander heads his own consulting firm in New York City and is particularly noted for his sales and communications consultations in energy-related fields.

Détails de l'édition

• Éditeur: Prentice Hall
• Date d'édition: 1997
• Langue: anglais
• ISBN 10: 0137994125
• ISBN 13: 9780137994120
• Reliure: Relié
• Numéro d'édition: 6
• Nombre de pages: 384
• Coordonnées du fabricant: non disponible
• Personne responsable: Riccardo Bacigalupo; riccardo.bacigalupo@sanoma.it; ; Sanoma Italia Via Arconati, 1 �; Milano; 20135; Italie