Secrets of selling services everything you need to sell what your customer can't see - from pitch to close
From America’s #1 sales trainer--the ultimate closer's guide for selling services Stephan Schiffman--the acclaimed author of The 25 Habits of Highly Successful Salespeople and other top-selling sales books--applies his proven strategies to help you get the edge in one of the most challenging bu...
| Otros Autores: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
New York :
McGraw-Hill
[2013]
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009629232106719 |
Tabla de Contenidos:
- Selling what you can't see
- Client challenge : "What can you do for me, anyway?"
- Sell on the end result
- Client challenge : "I don't need that!"
- The benefits of intangibles
- "But can't I do that myself?"
- Services in the age of the internet
- "How do you know what I want?"
- Confirming your credentials
- Client challenge : "When will I start to see a difference?"
- The basics of good communication
- Client challenge : "I don't understand what you're saying"
- Styles of communicating
- Client challenge : "We're talking past each other"
- The importance of good listening
- Client challenge : "Do you understand what I need?"
- Selling a personal relationship
- Client challenge : "How do I know you'll be there for us?"
- Building confidence
- Client challenge : "Why should I trust you?"
- Your responsibility to your client
- Client challenge : "Someone else can do it better!"
- Building your brand
- Client challenge : "We're giving up too much control"
- Creating client confidence
- Client challenge : "What's this going to cost me?"
- Negotiating the agreement
- Client challenge : "What guarantees can you give me?"
- The importance of customer service
- Conclusion.
