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Author: William Nowell
Publisher:
ISBN: 9781412089968
Category :
Languages : en
Pages : 284
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Book Description
A revolutionary new system of sales communication that allows you to meet and match your customers' needs.
Author: William Nowell
Publisher:
ISBN: 9781412089968
Category :
Languages : en
Pages : 284
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Book Description
A revolutionary new system of sales communication that allows you to meet and match your customers' needs.
Author: United States Tariff Commission
Publisher:
ISBN:
Category : Match industry
Languages : en
Pages : 88
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Book Description
Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253
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Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author: Jack Richards
Publisher: Greenleaf Book Group
ISBN: 1626346852
Category : Business & Economics
Languages : en
Pages : 223
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Book Description
Your Guide to the Best Way to Sell Your Home When it comes time to sell, homeowners today face an overwhelming amount of advice on how to sell quickly and for the highest price possible. For these sellers, trying to understand what actions truly matter when selling a home can feel like an impossible task. And selling a home the wrong way can result in sellers losing out on thousands of dollars of potential finance gain. Fortunately, research has shown how taking a few select actions can make a significant difference in the sale price of the home, a difference worth 5% or even 10% of the value of the home. In Full Value, real estate agent, management consultant, and strategy expert Jack Richards shows homeowners, real estate agents, and investors how to identify and showcase sources of value in residential property. Drawing insights from academic and industry studies, Full Value provides homeowners with practical, fact-based advice on how to sell their homes for maximum value. The value-enhancing strategies in this book will show you how to sell your home at a higher price and for greater profit than would be possible otherwise.
Author:
Publisher:
ISBN:
Category : Display of merchandise
Languages : en
Pages : 798
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Book Description
Author: William Miller
Publisher: AMACOM
ISBN: 0814434843
Category : Business & Economics
Languages : en
Pages : 268
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Book Description
Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective. Master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved – a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. In Selling Above and Below the Line, you will learn how to: Create energy by including executives early in the sales process. Ask the right questions and pinpoint big-picture financial needs. Keep “below the line” managers from feeling bypassed. Uncover value propositions that target each set of decision-makers. Sales that seem locked in will stall or go dark. Customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. This often could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.
Author:
Publisher:
ISBN:
Category : Tariff
Languages : en
Pages : 46
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Book Description
Author: United States. Dept. of the Treasury
Publisher:
ISBN:
Category :
Languages : en
Pages : 1924
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Book Description
Author: United States. Department of the Treasury
Publisher:
ISBN:
Category : Finance, Public
Languages : en
Pages : 1924
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Book Description
Author: India. Tariff Board
Publisher:
ISBN:
Category : Match industry
Languages : en
Pages : 668
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Book Description
