Solution Selling: Creating Buyers in Difficult Selling MarketsMcGraw-Hill Education, 1995 - 239 Seiten When products or services are hard to describe, intangible, have long sell cycles, or are expensive, chances are they're difficult to sell. In situations like this, conventional sales techniques not only don't help, they may in fact hinder success. Solution Selling is a process to take the guesswork out of difficult-to-sell, intangible products and services. It enables sellers to make the way they sell as big an advantage as their product or service. After reading this book, salespeople and sales managers will be able to use a well-tested model that guides them through the process of selling. No more smoke and mirrors, blind luck, or high-pressure selling. Just a step-by-step system that ensures a higher rate of success for salespeople and a higher probability that the buyer's expectations will be met. |
Inhalt
Part I | 1 |
Strategy | 6 |
Face 2Price Negotiation | 7 |
Urheberrecht | |
30 weitere Abschnitte werden nicht angezeigt.
Häufige Begriffe und Wortgruppen
9 Boxes able access to power admitted pain alignment answer bank benefit statement Bob Whelan buy cycle buyer's vision buying committee buying process capabilities clients close cold call control questions cost Critical issue customers Dave decision emotional hurdle executives forecast Frank going Jim Smith Joe Isuzu John Doe Jon Swain Kemp latent need Lawson Software look marketing Mary meeting Michele Mike months Pain Sheet percent Phase phone script pipeline power person price negotiation problem product or service products and services profits proposal prospect reasons reference story revenue risk role play sales force sales goals sales manager sales reps salespeople salesperson sell cycle seller Selling process situation Smart buyers Solution Selling solve sponsor letter Steve Jones Strategy telephone tell things tion value justification vice president vision processing washcloth workshops