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ISBN: 1841126128, 9781841126128Издательство: Capstone
Год издания: 2004
Book DescriptionThere 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 salesprocess. Designed for ?big ticket work, the Connective Selling model is equally applicable in all sales situations. Its about earning respect and trust by knowing your clients business and addressing their problems. Its 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, its 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...