Open Question Selling Unlock Your Customer S Needs To Close The Sale By Knowing What To Ask And When To Ask It
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Open Question Selling Unlock Your Customer S Needs To Close The Sale By Knowing What To Ask And When To Ask It
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Author : Val Gee
language : en
Publisher: McNeil & Johnson
Release Date : 2007-05-24
Open Question Selling Unlock Your Customer S Needs To Close The Sale By Knowing What To Ask And When To Ask It written by Val Gee and has been published by McNeil & Johnson this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-05-24 with Business & Economics categories.
Build stronger relationships with customers through the OPEN Questioning technique By asking four types of questions-Operational, Problem, Effect, and Nail Down-you can address customer needs, find connections, and build the kind of relationships that enable you to close more sales. This hands-on guide shows how to use OPEN Question Selling throughout the sales process, from getting in the door to handling objections to making the close. With more than 100 sample questions and end-of-chapter exercises, you'll soon be on your way to building winning customer relationships.
Customer Relationship Management Crm For Medium And Small Enterprises
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Author : Antonio Specchia
language : en
Publisher: CRC Press
Release Date : 2022-04-07
Customer Relationship Management Crm For Medium And Small Enterprises written by Antonio Specchia and has been published by CRC Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-04-07 with Business & Economics categories.
Customer Relationship Management (CRM) systems are a growing topic among small- and medium-sized enterprises, entrepreneurs, and solopreneurs, and it is completely clear that CRM is a tool that businesses should have in place to manage sales processes. Teams of salespeople must have a system to run their daily activities, and small businesses and solopreneurs must track their marketing effort, a functioning structure for maintaining their contacts with prospects and clients to improve the effectiveness of their sales effort. CRM, once only available to large corporations, is now powerful technology for small and medium businesses. Small and medium businesses are now able to implement CRM solutions under a more cost-effective balance as an alternative to traditional tools like Salesforce, Dynamics, or Oracle. The reason for the success is mainly the simplicity of the new tools and solutions that have been developed for the management of sales processes. This book discusses how to implement a CRM from the perspective of the businessperson—not the more typical IT consultant or the technical staff. It benefits business development, sales management, and sales process control. Small business owners must understand why and how implementing a CRM will create value for their business—how it will focus on business development, sales management, and how sales leads develop into happy customers. Small business owners must first understand what a CRM system is, how it works, what its main functions are, and how it serves to manage workflows in the company’s sales department. Generally, entrepreneurs struggle to find the time to read and study complex and fully comprehensive books. This book provides direct operational guidelines to those who need easy-to-read information about how to use CRM effectively. Business professionals must be able to set up CRM systems and avoid mistakes and wasting time. This book provides an overview of what can be done with CRM and how it happens to empower businesspeople to find new customers and win business opportunities. This book discusses the logic of CRM in sales, giving tips and explanations on why and what happens when CRM is implemented in a specific way. Essentially, this book gives the entrepreneur the know-how behind CRM in sales in general terms, supporting enhanced customer relationships.
Close That Sale
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Author : Roger Brooksbank
language : en
Publisher: Hachette UK
Release Date : 2010-10-29
Close That Sale written by Roger Brooksbank and has been published by Hachette UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-10-29 with Business & Economics categories.
Learn how to hone your selling skills and close more sales with this easy to read guide written by someone with extensive experience of every aspect of selling and marketing in the international arena. Based on the five stage OIMCO selling model it covers : -Opening-phase selling skills, including taking control of your selling space and sizing up the customer - Interviewing-phase selling skills, including asking open-style questions , listening actively and triggering your customer's imagination - Matching-phase selling skills , including applying the SELL formula, translating benefits into real money and mastering the art of storytelling -Closing-phase selling skills, including tuning in to buying signals, manufacturing a close and perfecting the art of silence - Objection-handling-phase selling skills, including conditioning yourself positively to objections, pre-handling predictable objections and playing CATCH with every objection raised All neatly summed up in 52 skill honing sections, with skill-enhancing exercises, to perfectly suit a busy life in sales. NOT GOT MUCH TIME? One and five-minute introductions to key principles to get you started. AUTHOR INSIGHTS Lots of instant help with common problems and quick tips for success, based on the author's many years of experience. TEST YOURSELF Tests in the book to keep track of your progress. EXTEND YOUR KNOWLEDGE Extra online articles at www.teachyourself.com to give you a richer understanding. THINGS TO REMEMBER Quick refreshers to help you remember the key facts. TRY THIS Innovative exercises illustrate what you've learnt and how to use it.
Canadian Florist
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Author :
language : en
Publisher:
Release Date : 2001
Canadian Florist written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001 with Floristry categories.
The Rotarian
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Author :
language : en
Publisher:
Release Date : 1936-03
The Rotarian written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1936-03 with categories.
Established in 1911, The Rotarian is the official magazine of Rotary International and is circulated worldwide. Each issue contains feature articles, columns, and departments about, or of interest to, Rotarians. Seventeen Nobel Prize winners and 19 Pulitzer Prize winners – from Mahatma Ghandi to Kurt Vonnegut Jr. – have written for the magazine.
Backpacker
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Author :
language : en
Publisher:
Release Date : 2001-03
Backpacker written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001-03 with categories.
Backpacker brings the outdoors straight to the reader's doorstep, inspiring and enabling them to go more places and enjoy nature more often. The authority on active adventure, Backpacker is the world's first GPS-enabled magazine, and the only magazine whose editors personally test the hiking trails, camping gear, and survival tips they publish. Backpacker's Editors' Choice Awards, an industry honor recognizing design, feature and product innovation, has become the gold standard against which all other outdoor-industry awards are measured.
The Essential Guide To Overcoming Obsessive Love
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Author : Eileen Bailey
language : en
Publisher: Dorling Kindersley Ltd
Release Date : 2011-06-07
The Essential Guide To Overcoming Obsessive Love written by Eileen Bailey and has been published by Dorling Kindersley Ltd this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-06-07 with Self-Help categories.
When does love become an obsession? What are the warning signs? What does it take to guard against it and prevent it from taking over one's life? A psychotherapist who specializes in this condition and a survivor of obsessive love team up to answer these questions and many others in the most current and important book on this phenomenon. With fascinating and helpful advice drawn from real-life case studies and personal experience, this expert team discusses: ? The difference between healthy love and obsessive love. ? The psychological and societal causes of obsessive love. ? Obsessive love from both the obsessor's and the obsessee's points of view. ? Proven techniques to avoid falling into the obsessive love cycle. ? Concrete steps to break the cycle.
Popular Mechanics
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Author :
language : en
Publisher:
Release Date : 2000-01
Popular Mechanics written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2000-01 with categories.
Popular Mechanics inspires, instructs and influences readers to help them master the modern world. Whether it’s practical DIY home-improvement tips, gadgets and digital technology, information on the newest cars or the latest breakthroughs in science -- PM is the ultimate guide to our high-tech lifestyle.
Popular Science
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Author :
language : en
Publisher:
Release Date : 2004-09
Popular Science written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004-09 with categories.
Popular Science gives our readers the information and tools to improve their technology and their world. The core belief that Popular Science and our readers share: The future is going to be better, and science and technology are the driving forces that will help make it better.
Secrets Of Question Based Selling 2e
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Author : Thomas Freese
language : en
Publisher: Sourcebooks
Release Date : 2013-11-05
Secrets Of Question Based Selling 2e written by Thomas Freese and has been published by Sourcebooks this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-11-05 with Business & Economics categories.
A timeless classic in the business category, fully updated to address the newest sales trends Question-Based Selling ® is a sales approach based on the theory that the way sales people ask questions is more important than anything they say. This teaching tool shows you how to take control of the conversation and master it. In this hands-on manual, you'll learn to: • Penetrate more accounts • Establish greater credibility • Close more sales...faster