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Record Nr. |
UNINA9910462743703321 |
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Autore |
Sobel Andrew |
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Titolo |
Power questions to win the sale [[electronic resource] ] : overcoming nine critical sales challenges / / Andrew Sobel |
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Pubbl/distr/stampa |
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Hoboken, N.J., : Wiley, 2013 |
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ISBN |
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1-118-65105-7 |
1-118-65110-3 |
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Descrizione fisica |
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1 online resource (58 p.) |
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Disciplina |
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Soggetti |
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Selling |
Direct selling |
Business communication |
Electronic books. |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di contenuto |
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Cover; Title Page; Copyright; Contents; Chapter 1 The Right Question Really Can Win the Sale; Chapter 2 Clients Have Changed-Are You Keeping Up?; Chapter 3 Challenge One: Plan a Great Meeting; Chapter 4 Challenge Two: Sequence Your Questions; Scenario One: You Asked a Prospect for a Meeting; Scenario Two: You Asked a Current Client for a Meeting; Scenario Three: A Prospect Calls You and Asks to Meet; Scenario Four: A Current Client Calls You and Asks to Meet; Chapter 5 Challenge Three: Build Rapport; Questions to Build Rapport; Chapter 6 Challenge Four: Establish Your Credibility |
Questions to Build Your Credibility Chapter 7 Challenge Five: Understand Their Issues; Questions to Help You Understand a Client's Issues; Chapter 8 Challenge Six: Develop a Need; Questions to Explore an Identified Need; Chapter 9 Challenge Seven: Create a Next Step; Questions to Create a Next Step; Chapter 10 Challenge Eight: Position Your Proposal to Win; Chapter 11 Challenge Nine: Unblock a Sale That Is Stalled; Precondition One: There Must Be a Significant Problem or Opportunity; Questions; Precondition Two: The Executive Must Own the Problem; Questions |
Precondition Three: There Is Dissatisfaction with the Rate of |
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