OPEN-Question Selling: Unlock Your Customer's Needs to Close the Sale... by Knowing What to Ask and When to Ask It PDF Download
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Author: Val Gee
Publisher: McNeil & Johnson
ISBN: 9780071484725
Category : Business & Economics
Languages : en
Pages : 244
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Book Description
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.
Author: Val Gee
Publisher: McNeil & Johnson
ISBN: 9780071484725
Category : Business & Economics
Languages : en
Pages : 244
Get Book Here
Book Description
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.
Author: Antonio Specchia
Publisher: CRC Press
ISBN: 1000532747
Category : Business & Economics
Languages : en
Pages : 153
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Book Description
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.
Author: Jeff Gee
Publisher: McGraw Hill Professional
ISBN: 0071511059
Category : Business & Economics
Languages : en
Pages : 241
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Book Description
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.
Author: Kevin Daley
Publisher: McGraw Hill Professional
ISBN: 0071371516
Category : Business & Economics
Languages : en
Pages : 188
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Book Description
Build a relationship with your customers and close the sale more surely. The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Socratic Selling shows you how to access that power, to cooperate with it, and to make it work for you. Inside you will discover how to: Open a sales dialogue dynamically, so that you and your customer go right to the heart of the matter Guide the dialogue through a discovery of needs and needed decisions Negotiate objections, and close effectively Uncover the motivators that move sales to more predictable closure
Author: Tim Breithaupt
Publisher: Amacom Books
ISBN: 9780814471654
Category : Business & Economics
Languages : en
Pages : 290
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Book Description
"Selling is a complex process. In order to succeed, sales professionals need to have not only a healthy self-esteem, but also a precise, proven system to get them confidently through each sales call. In Ten Steps to Sales Success, sales expert Tim Breithaupt both teaches and inspires -- providing a treasure-trove of practical tools and techniques designed to cover the entire selling process from A to Z. The book presents a complete methodology based on the author's Ten-Step Model of Sequential Selling, comprising: * Attitudes of Success * Time Management * Prospecting * Building Rapport and Trust * Probing and Listening * Value-Added Solutions * Closing * Creative Negotiation * Action Plans * and Follow-Up. Perfect for both sales novices and veterans, the book includes humorous illustrations to support key points, and provides numerous ""how-to"" examples. It is a must-read for anyone seeking to move beyond sales survival to sales excellence."
Author: Thomas Freese
Publisher: Sourcebooks, Inc.
ISBN: 1402287534
Category : Business & Economics
Languages : en
Pages : 441
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Book Description
"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more
Author: Marco Robinson
Publisher: Morgan James Publishing
ISBN: 1683509129
Category : Business & Economics
Languages : en
Pages : 267
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Book Description
Close the Deal & Suddenly Grow Rich is the ONLY sales book that reveals exactly WHEN to close the deal using the power of a B.R.A.N.D to transform sales results within 24 hours. Being homeless many times as a child after Marco Robinson’s mum left his father when he was just two years old because of immense debt, he knows what it’s like to sleep on park benches, be bullied from school to school, etc. Close the Dea & Suddenly Grow Richl is a true rags-to-riches story of someone who was willing to fight, never gave up, and became the best he could be at sales. At the heart of Marco’s passion is giving back after his own difficult childhood. In a universal and conversational style, Marco shares his B.R.A.N.D. new concept of 21st century sales and communication technology that transforms sales results within 24 hours and catapults any working professional to the top levels of seven-figure earners at light speed!
Author: Jim Abraham
Publisher: WestBow Press
ISBN: 144973457X
Category : Business & Economics
Languages : en
Pages : 215
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Book Description
Most sales publications cover selling exclusively from the world's point-of-view. They cover a topic or two that may peak the interest of the reader, but they leave out two elements that are critical to a Christian sales professional's success. What are those two essentials you need to know? They are: 1.) Where does God fit into your life as a salesperson, and 2.) What else do you need to know to be a long-term sales pro? You see, selling is more than one or two techniques that will manipulate your prospect into buying. It's more than a few closing techniques that will seal-the-deal. Sales is an ability you are given, by God, to help other people solve their problems. You are a problem solver, an advocate for your client. This book will help you become the best you can be, with prayer and God's guidance.
Author: Dale Brakhage
Publisher: Lulu.com
ISBN: 1430327405
Category : Business & Economics
Languages : en
Pages : 130
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Book Description
Learn to sell anything! Learn how to be more persuasive! This book breaks the complex behavior of "selling" into 26 easy-to-understand basic concepts, one for each letter of the alphabet. A quick and entertaining read, this book explains how selling works, why customers buy and how you can be more persuasive in anything you do. Professional salespeople use this book as a fun review of their selling skills. Politicians, lawyers, clergy, teachers and parents use it to learn how to better communicate their ideas to others. Now everyone can learn how to persuade other people to accept the value of an idea. That is what selling really is, and EVERYBODY SELLS! You can SPELL anything with the 26 letters of the alphabet; you can SELL anything with these 26 Alphabetical Basic Concepts of Selling. These are the basic concepts of selling that the best professional salespeople use to make huge sales. Why not apply them to your everyday communication skills to become a very persuasive person?
Author: Jill Konrath
Publisher: Penguin
ISBN: 1101432950
Category : Business & Economics
Languages : en
Pages : 255
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Book Description
Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.
