Connective Selling: The Secrets Of Winning 'Big Ticket' Sales - Couverture souple

Timperley, John

Couverture souple

ISBN 10 : 1841126128 ISBN 13 : 9781841126128

Editeur : Capstone Publishing Ltd, 2004

Synopsis

There are only three outcomes to a potential sales opportunity: either you will win it, lose it or no decision is made. "Connective Selling" is about understanding how people buy, so you can make the right move at the right time in the sales process. Designed for 'big ticket' work, the "Connective Selling" model is equally applicable in all sales situations. It's about earning respect and trust by knowing your client's business and addressing their problems. It's about solving their issues and helping them succeed. It tells you what to talk about, and when, and how to really hear what your contacts are saying. Ultimately, it's about the importance of building rapport and relationships to win business. SPIN selling has been the dominant technique for the past decade, but "Connective Selling" makes the sales process easier and more sophisticated. The practical '8 junction' approach will help you sell effectively without the 'hard sell'. "Connective Selling" is for salespeople who want to win business with techniques that really work.

A propos du livre

À propos de l'auteur

John Timperley is a Marketing Director with the world's largest professional services firm PricewaterhouseCoopers. He is a regular speaker and presenter, creating and delivering sales, business development and client care programmes for clients and staff. He is author of two previous books, Barefoot on Broken Glass -- the five secrets of success in a massively changing business world and Network your way to Success.

Détails de l'édition

• Éditeur: Capstone Publishing Ltd
• Date d'édition: 2004
• Langue: anglais
• ISBN 10: 1841126128
• ISBN 13: 9781841126128
• Reliure: Broché
• Nombre de pages: 212
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible