The new solution selling the revolutionary sales process that is changing the way people sell
THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENT The long-awaited sequel to Solution Selling , one of history's most popular selling guides Nearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules...
| Otros Autores: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
New York :
McGraw-Hill
2004.
|
| Edición: | 2nd edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009627941906719 |
Tabla de Contenidos:
- Solution selling concepts
- Solutions
- Principles
- Sales process
- Creating new opportunities
- Precall planning and research
- Stimulating interest
- Define pain or critical business issue
- Diagnose before you prescribe
- Creating visions biased to your solution
- Engaging in active opportunities
- Selling when you're not first
- Vision re-engineering
- Qualify, control, close
- Gaining access to people with power
- Controlling the buying process
- Closing: reaching final agreement
- Managing the process
- Getting started with the process
- Sales management system : managers managing pipelines and salespeople
- Creating and sustaining high performance sales cultures.
