Record Nr.

UNINA9910451414403321

Autore

Leboff Grant

Titolo

Sales therapy? [[electronic resource] ] : effective selling for the small business owner / / Grant Leboff

Pubbl/distr/stampa


Hoboken, NJ, : Capstone Pub., c2007

ISBN

1-281-13543-7

9786611135430

1-907312-20-X

1-84112-811-2

Descrizione fisica

1 online resource (207 p.)

Disciplina

658.85

Soggetti

Sales management

Small business - Management

Selling

Customer relations

Relationship marketing

Electronic books.

Lingua di pubblicazione

Inglese

Formato

Materiale a stampa

Livello bibliografico

Monografia

Note generali

Includes index.

Nota di contenuto

1 Moving Away from the Transactional Model; 2 Selling Snow to the Eskimos; 3 Putting theRelationship First; 4 Deconstructing the Myth of Benefit Selling; PART I: THE BUYER'S MOTIVATION; PART II: BENEFITS DON'T WORK; 5 Stop Using Benefits - Start Using Problem MapsTM; 6 Why the USP Stops you Selling; 7 Your Emotional Selling Point and Giving Value; 8 Building Pipeline; PART I: MANAGING THE PROCESS; PART II: ENGAGING YOUR PROSPECT; 9 Routes to Market; 10 Empowering your Buyer; 11 Understanding your Purchasers; 12 Asking Questions - the Diagnosis; PART I: THE DOCTOR/PATIENT RELATIONSHIP

PART II: THE FALLACY OF OPEN AND CLOSED QUESTIONSPART III: CLARITY USING PROBLEM MAPSTM; PART IV: PROBLEMS AND SOLUTIONS ARE NOT ENOUGH; 13 When It's Time to Talk; 14 Objections and Concerns; 15 Traditionally It's Called Closing; 16 Following Up - Continuing the Relationship; Epilogue; Index

Sommario/riassunto

If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn't work anymore. It's relationships that count. Real selling is about understanding customers' goals and helping them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results? Sales Therapy smashes the age-old sales model with an effective new approach grounded in behavioural psychology. It is natural and effortless to use because it mirrors the way people actually interact with each o