Empowerment Selling: STOP selling and START fulfilling your customer's needs - Couverture souple

Bornstein, Mark; Fisher, Fran

Couverture souple

ISBN 10 : 0979875412 ISBN 13 : 9780979875410

Editeur : FJFisher Publishing, 2014

Synopsis

Empowerment Selling demonstrates the paradigm shift from selling a product or service by having to convince the customer that it's the best product/service (which, at the extreme, would be high pressure sales) to facilitating the customer in a client-generated solution for a successful outcome which helps build collaborative, ongoing relationships—and a long-term sales win/win strategy. We are presenting a powerful approach we call The 3C Principle: Connect. Clarify. Cultivate. The 3C Principle focuses on the essence of this underlying empowerment philosophy for effective sales versus detailed mechanics or formulated scripts and the inference that the seller knows more than the customer.

A propos du livre

À propos de l'auteur

Mark Bornstein is President of The Bornstein Group Inc and also the author of Energizing Your Sales. He has consulted throughout the United States on sales training and coaching business executives. Fran Fisher is President, FJFisher Coaching and Consulting. She is a Master Certified Coach, recognized internationally as one of the pioneers and champions for professional coaching, providing coaching services for entrepreneurs, executives, and collaborative work teams.

Détails de l'édition

• Éditeur: FJFisher Publishing
• Date d'édition: 2014
• Langue: anglais
• ISBN 10: 0979875412
• ISBN 13: 9780979875410
• Reliure: Broché
• Nombre de pages: 98
• Coordonnées du fabricant: Manufactured by Amazon on behalf of the author; https://www.amazon.fr/hz/contact-us; ; c/o Amazon Media EU S.à.r.l., 38 Avenue John F. Kennedy; Luxembourg; L-1855; Luxembourg