登入選單
返回Google圖書搜尋
You're Working Too Hard to Make the Sale!
William T. BrooksThomas M. Travisano
其他書名
More Than 100 Insider Tools to Sell Faster and Easier
出版Irwin, 1995
主題Business & Economics / GeneralBusiness & Economics / Sales & Selling / GeneralBusiness & Economics / Sales & Selling / Management
ISBN07863039569780786303953
URLhttp://books.google.com.hk/books?id=D4n4PAAACAAJ&hl=&source=gbs_api
註釋Every salesperson must make the sale''--but chatting, networking, even listening to a customer's needs'' will only get them so far. What really spells success in sales is the salesperson's ability to determine the customer's true wants''--and appeal to those wants directly. Armed with feedback from hundreds of decision-makers, buyers, and end-users at various corporations, authors Brooks and Travisano show how customers almost always make a partly emotional buying decision and demonstrate how to: identify the hidden buying motivation'' defined by a customer's wants; use words, phrases, and techniques that work most effectively to uncover customers wants; create a perception in the customer's mind that is favorable--instead of relying on facts and stats.