the sales success mcgraw hill doc

... cus- tomer, clarify the purpose of the meeting, set the focus on the cus- tomer, and bridge to needs. Where you are in the sales cycle deter- mines the emphasis on each. But even in the quickest follow-up ... strategic. The level of change across the board is unprecedented. There is a feeling in many sectors that in the past decade there was more buying than selling. Th...

Ngày tải lên: 28/06/2014, 18:20

... always rushing to the close, often at the expense of the relationship. These characterizations of sales types are extreme, but they set the context for thinking about how salespeople approach sales. The majority ... know their customers’ needs. They believe they are positioning solutions, not products. They believe they are customer-focused. These beliefs are the biggest obstac...

Ngày tải lên: 28/06/2014, 12:20

... sale, whether it closes down the opportunity or leads to the close. Traditional methods for dealing with objections give the salesper- son the awesome task of changing the customer’s mind. But the ... integrate. They observe body language and test the customer’s verbal message against what they read. Their follow-up questions tell the customer they are listen- ing. They are se...

Ngày tải lên: 28/06/2014, 18:20

... years. The group also believed one of the primary reasons for excessive executive compensation was the lack of good succession planning by companies and their boards. The chorus of criticism on the ... to victory in the marketplace. But the success of a CEO will depend largely upon the cooperation he or she receives from within the organization and from the existing stre...

Ngày tải lên: 21/12/2013, 01:19

... momentum or confidence. Over the years, I’ve found that the more you can keep your focus on the big prize, the greater the success you’ll have. The only risk to having the files of one of your ... Hunter ▪ The Sales Hunter” ▪ Mark@TheSalesHunter.com ▪ 402-445-2110 ▪ ©2009 5 14 Steps to Successful Cold-Calling The vast majority of salespeople do not enjoy cold-callin...

Ngày tải lên: 16/03/2014, 15:20