成功营销手册/MHPE: THE SALES SUCCESS HANDBOOK
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作者： Linda Richardson著
出 版 社： Oversea Publishing House
出版时间： 2003-2-1字数：版次： 1页数： 42印刷时间： 2003/02/01开本： 16开印次： 1纸张： 胶版纸I S B N ： 9780071416368包装： 平装编辑推荐
作者简介:Linda Richardson
Linda Richardson is a globally renowned training consultant and author. A faculty member at the Wharton School, she has been featured in Forbes, Nation's Business, and other national publications and is the author of several influential books, including Selling by Phone, Sales Coaching, and others.
内容简介
These quick reads, based on McGraw-Hill bestsellers, are designed to meet the needs of busy people. Titles in the series focus on each book's main themes and action ideas, reduced to a manageable page count for on-the-go readers.
A six-step program for hearing and understanding customers' needs, and then selling solutions instead of products.
目录
Sales talk
Create a dialogue
Always be preparing
Sharpen your critical skills
Open with a focus on your customer
Relate to your customers
Position your questioning
Develop a questioning strategy
Think questions
Develop deeper need dialogues
Focus on how skillfully you ask questions
Listen effectively
Position your message
Assess your competitors
Use objections to move forward
Check for customer feedback
Don't negotiate too early
Treat closing as a process
Leverage all resources
Follow up flawlessly
Validate the opportunity
Make it happen
