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Power questions to win the sale [[electronic resource] ] : overcoming nine critical sales challenges / / Andrew Sobel
| Power questions to win the sale [[electronic resource] ] : overcoming nine critical sales challenges / / Andrew Sobel |
| Autore | Sobel Andrew |
| Pubbl/distr/stampa | Hoboken, N.J., : Wiley, 2013 |
| Descrizione fisica | 1 online resource (58 p.) |
| Disciplina | 658.85 |
| Soggetto topico |
Selling
Direct selling Business communication |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-118-65105-7
1-118-65110-3 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 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 |
| Record Nr. | UNINA-9910462743703321 |
Sobel Andrew
|
||
| Hoboken, N.J., : Wiley, 2013 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Power questions to win the sale : overcoming nine critical sales challenges / / Andrew Sobel
| Power questions to win the sale : overcoming nine critical sales challenges / / Andrew Sobel |
| Autore | Sobel Andrew |
| Pubbl/distr/stampa | Hoboken, N.J., : Wiley, 2013 |
| Descrizione fisica | 1 online resource (v, 33 pages) : illustrations |
| Disciplina | 658.85 |
| Collana | Gale eBooks |
| Soggetto topico |
Selling
Direct selling Business communication |
| ISBN |
1-118-65105-7
1-118-65110-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 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 |
| Record Nr. | UNINA-9910786218503321 |
|
Sobel Andrew
|
||
| Hoboken, N.J., : Wiley, 2013 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Power questions to win the sale : overcoming nine critical sales challenges / / Andrew Sobel
| Power questions to win the sale : overcoming nine critical sales challenges / / Andrew Sobel |
| Autore | Sobel Andrew |
| Pubbl/distr/stampa | Hoboken, N.J., : Wiley, 2013 |
| Descrizione fisica | 1 online resource (v, 33 pages) : illustrations |
| Disciplina | 658.85 |
| Collana | Gale eBooks |
| Soggetto topico |
Selling
Direct selling Business communication |
| ISBN |
1-118-65105-7
1-118-65110-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 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 |
| Record Nr. | UNINA-9910827671503321 |
|
Sobel Andrew
|
||
| Hoboken, N.J., : Wiley, 2013 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||