Saved in:
| Main Author: | |
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| Corporate Authors: | , |
| Other Authors: | |
| Format: | Electronic eBook |
| Language: | English |
| Published: |
[Erscheinungsort nicht ermittelbar]
Ascent Audio
2020
|
| Edition: | 1st edition. |
| Subjects: | |
| Links: | https://learning.oreilly.com/library/view/-/9781469068596/?ar |
| Summary: | Learn the secret of what really drives sales-and how to give people what they need so they want to buy from you. Are you a salesperson who has been hearing too many "We'll think it overs", "Get back to mes", and "We'll let you knows"? If so, you're in good company. Author Greg Nanigian has interviewed thousands of chief executives, sales managers, and salespeople, and found that over ninety percent of them have exactly the same problem. Why? Because they've been taught to rely on an ineffective traditional selling process, one that includes features, benefits, and free consulting very early in the discussion. This means they present too soon and leave the customer in control of the relationship. As a result, they don't get beyond a superficial discussion of prospects' interests and problems. They also don't uncover the impact of those problems on prospects' companies or families, don't identify the impact on prospects personally, and don't establish prospects' level of commitment to fixing the problem. The bottom line: they never find out the prospects' true feelings-and feelings are where selling takes place. |
| Item Description: | Online resource; Title from title page (viewed December 29, 2020) |
| Physical Description: | 1 online resource (13688 pages) |
| ISBN: | 9781469068596 1469068591 |
Staff View
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| illustrated | Not Illustrated |
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| language | English |
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| spelling | Nanigian, Greg VerfasserIn aut Why People Buy Nanigian, Greg 1st edition. [Erscheinungsort nicht ermittelbar] Ascent Audio 2020 1 online resource (13688 pages) Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Online resource; Title from title page (viewed December 29, 2020) Learn the secret of what really drives sales-and how to give people what they need so they want to buy from you. Are you a salesperson who has been hearing too many "We'll think it overs", "Get back to mes", and "We'll let you knows"? If so, you're in good company. Author Greg Nanigian has interviewed thousands of chief executives, sales managers, and salespeople, and found that over ninety percent of them have exactly the same problem. Why? Because they've been taught to rely on an ineffective traditional selling process, one that includes features, benefits, and free consulting very early in the discussion. This means they present too soon and leave the customer in control of the relationship. As a result, they don't get beyond a superficial discussion of prospects' interests and problems. They also don't uncover the impact of those problems on prospects' companies or families, don't identify the impact on prospects personally, and don't establish prospects' level of commitment to fixing the problem. The bottom line: they never find out the prospects' true feelings-and feelings are where selling takes place. Audiobooks Livres audio Rowat, Graham ErzählerIn nrt O'Reilly for Higher Education (Firm), MitwirkendeR ctb Safari, an O'Reilly Media Company. MitwirkendeR ctb |
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