LEADER 04114nam 2200661 a 450 001 9910462743703321 005 20200520144314.0 010 $a1-118-65105-7 010 $a1-118-65110-3 035 $a(CKB)2670000000342299 035 $a(EBL)1166772 035 $a(OCoLC)841910780 035 $a(SSID)ssj0001678967 035 $a(PQKBManifestationID)16490481 035 $a(PQKBTitleCode)TC0001678967 035 $a(PQKBWorkID)15023439 035 $a(PQKB)10362896 035 $a(SSID)ssj0000592651 035 $a(PQKBManifestationID)11402245 035 $a(PQKBTitleCode)TC0000592651 035 $a(PQKBWorkID)10736442 035 $a(PQKB)11059182 035 $a(MiAaPQ)EBC1166772 035 $a(Au-PeEL)EBL1166772 035 $a(CaPaEBR)ebr10691451 035 $a(CaONFJC)MIL484649 035 $a(EXLCZ)992670000000342299 100 $a20130506d2013 uy 0 101 0 $aeng 135 $aurcn||||||||| 181 $ctxt 182 $cc 183 $acr 200 10$aPower questions to win the sale$b[electronic resource] $eovercoming nine critical sales challenges /$fAndrew Sobel 210 $aHoboken, N.J. $cWiley$d2013 215 $a1 online resource (58 p.) 300 $aDescription based upon print version of record. 311 $a1-118-64800-5 327 $aCover; 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 327 $aQuestions 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 327 $aPrecondition Three: There Is Dissatisfaction with the Rate of Improvement or Change Questions; Precondition Four: The Client Believes That You Are the Most Trusted, Highest-Value Alternative; Questions; Precondition Five: The Buyer Believes That Key Stakeholders Are Aligned to Move Forward; Questions; Chapter 12 Conclusion; Additional Resources; Excerpt from Power Questions; 1. Good Questions Trump Easy Answers; 2. If You Don't Want to Hit Bottom, Stop Digging the Hole; 3. The Four Words; About the Author; Other Wiley Books by Andrew Sobel 330 $aUse the power of questions to accelerate your sales process and gain client commitment. Skillfully build rapport. Establish your credibility. Uncover a client's issues. Determine if your prospect is really ready to buy. Get commitment to a next step. Power Questions to Win the Sale provides specific strategies and techniques to help you successfully manage the most common challenges in sales. For each step in the sales process, it gives you a series of thoughtful questions that will help you rapidly turn a contact into a client. Drawing on the author's bestselling 606 $aSelling 606 $aDirect selling 606 $aBusiness communication 608 $aElectronic books. 615 0$aSelling. 615 0$aDirect selling. 615 0$aBusiness communication. 676 $a658.85 700 $aSobel$b Andrew$0898701 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910462743703321 996 $aPower questions to win the sale$92007851 997 $aUNINA LEADER 05229nam 22007215 450 001 9910337844803321 005 20251113184217.0 010 $a3-030-20482-0 024 7 $a10.1007/978-3-030-20482-2 035 $a(CKB)4100000008424372 035 $a(DE-He213)978-3-030-20482-2 035 $a(MiAaPQ)EBC5927880 035 $a(PPN)23849280X 035 $a(EXLCZ)994100000008424372 100 $a20190517d2019 u| 0 101 0 $aeng 135 $aurnn|008mamaa 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 10$aBusiness Information Systems $e22nd International Conference, BIS 2019, Seville, Spain, June 26?28, 2019, Proceedings, Part II /$fedited by Witold Abramowicz, Rafael Corchuelo 205 $a1st ed. 2019. 210 1$aCham :$cSpringer International Publishing :$cImprint: Springer,$d2019. 215 $a1 online resource (XVIII, 339 p. 116 illus., 70 illus. in color.) 225 1 $aLecture Notes in Business Information Processing,$x1865-1356 ;$v354 311 08$a3-030-20481-2 320 $aIncludes bibliographical references and index. 327 $aSocial Media and Web-based Systems -- Trends in CyberTurfing in the Era of Big Data -- Keyword-driven Depressive Tendency Model for Social Media Posts -- Exploring Interactions in Social Networks for Influence Discovery -- A literature review on application areas of social media analytics -- Personalized cloud service review ranking approach based on probabilistic ontology -- Influential Nodes Detection in Dynamic Social Networks -- A Fuzzy Modeling Approach for Group Decision Making in Social Networks -- System modeling by representing information systems as hypergraphs -- Development of a Social Media Maturity Model for Logistics Service Providers -- Potential benefits of New Online Marketing Approaches -- Applications, Evaluations and Experiences -- Using Blockchain Technology for Cross-Organizational Process Mining - Concept and Case Study -- Modeling the Cashflow Management of Bike Sharing Industry -- Predicting Material Requirements in the Automotive Industry using Data Mining -- Are Similar Cases Treated Similarly? A comparison between process workers -- Mining Labor Market Requirements Using Distributional Semantic Models and Deep Learning -- Enhancing Supply Chain Risk Management by Applying Machine Learning to Identify Risks -- Deep Neural Networks for driver identification using accelerometer signals from smartphones -- Dynamic Enterprise Architecture Capabilities: conceptualization and validation -- Re-engineering Higher Education Learning and Teaching Business Processes for Big Data Analytics -- Real-Time Age Detection Using a Convolutional Neural Network -- An Inventory-based Mobile Application for Warehouse Management to Digitize Very Small Enterprises -- Collaboration in Mixed Homecare - A Study of Care Actors' Acceptance towards Supportive Groupware -- Stress-Sensitive IT-Systems at Work: Insights from an Empirical Investigation. 330 $aThe two-volume set LNBIP 353 and 354 constitutes the proceedings of the 22nd International Conference on Business Information Systems, BIS 2019, held in Seville, Spain, in June 2019. The theme of the BIS 2019 was "Data Science for Business Information Systems", inspiring researchers to share theoretical and practical knowledge of the different aspects related to Data Science in enterprises. The 67 papers presented in these proceedings were carefully reviewed and selected from 223 submissions. The contributions were organized in topical sections as follows: Part I: Big Data and Data Science; Artificial Intelligence; ICT Project Management; and Smart Infrastructure. Part II: Social Media and Web-based Systems; and Applications, Evaluations and Experiences. 410 0$aLecture Notes in Business Information Processing,$x1865-1356 ;$v354 606 $aApplication software 606 $aBusiness information services 606 $aData mining 606 $aQuantitative research 606 $aSoftware engineering 606 $aComputer and Information Systems Applications 606 $aBusiness Information Systems 606 $aData Mining and Knowledge Discovery 606 $aData Analysis and Big Data 606 $aEnterprise Architecture 606 $aSoftware Engineering 615 0$aApplication software. 615 0$aBusiness information services. 615 0$aData mining. 615 0$aQuantitative research. 615 0$aSoftware engineering. 615 14$aComputer and Information Systems Applications. 615 24$aBusiness Information Systems. 615 24$aData Mining and Knowledge Discovery. 615 24$aData Analysis and Big Data. 615 24$aEnterprise Architecture. 615 24$aSoftware Engineering. 676 $a658.4038011 676 $a658.4038011 702 $aAbramowicz$b Witold$4edt$4http://id.loc.gov/vocabulary/relators/edt 702 $aCorchuelo$b Rafael$4edt$4http://id.loc.gov/vocabulary/relators/edt 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910337844803321 996 $aBusiness Information Systems$9772831 997 $aUNINA