成功营销手册/MHPE: THE SALES SUCCESS HANDBOOK mobi 下载 网盘 caj lrf pdf txt 阿里云

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.

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

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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.

书籍介绍

THE MCGRAW-HILL PROFESSIONAL EDUCATION SERIES 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.