The 250 sales questions to close the deal /
The key to more sales is closing more deals-and sales guru Stephan Schiffman knows all the tricks and techniques you need to do just that. Organized in a simple question-and-answer format that allows you to implement new strategies virtually overnight, this Schiffman classic is a gold mine of practi...
| Основен автор: | Schiffman, Stephan. |
|---|---|
| Формат: | Електронна книга |
| Език: | English |
| Публикувано: |
Avon, MA :
Adams Media,
℗♭2005.
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| Предмети: | |
| Онлайн достъп: |
http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=417449 |
| Подобни документи: |
Print version::
250 sales questions to close the deal. |
Съдържание:
- Six kinds of questions
- Questions that help you initiate contact and build rapport with a prospect
- Opening questions to figure out what the person and the company do
- Follow-through questions to figure out what the person and company do
- Questions to figure out what someone who contacts you does
- Questions that move you toward a next step
- "Next step" questions for managers only
- Questions that help you identify and deliver the right presentation
- Questions deal with setbacks or obstacles in the sales process
- Questions that will help you formalize the sales decision ... and negotiate the best deal.