A groundbreaking approach to selling to your customers ",pain",PR guru Steve Cody and sales consultant Richard Harte team up to bring readers a revolutionary methodology for discovering what customers really need and using that knowledge to build stronger, more profitable relationships with them. The evolutionary next step in the ",trusted adviser", approach to selling that has taken the sales world by storm, the system successfully combines public relations strategies with consultative sales techniques in a strategic framework.Among other important lessons, salespeople learn to uncover a clients deepest concerns --",what keeps them up at night",-- and to position their products or services in light of those concerns, using message points and other traditional PR tactics to help them successfully sell to the customers ",pain.",
Zusammenfassung
A groundbreaking approach to selling to your customer's "e;pain"e;PR guru Steve Cody and sales consultant Richard Harte team up to bring readers a revolutionary methodology for discovering what customers really need and using that knowledge to build stronger, more profitable relationships with them. The evolutionary next step in the "e;trusted adviser"e; approach to selling that has taken the sales world by storm, the system successfully combines public relations strategies with consultative sales techniques in a strategic framework.Among other important lessons, salespeople learn to uncover a client's deepest concerns --"e;what keeps them up at night"e;-- and to position their products or services in light of those concerns, using message points and other traditional PR tactics to help them successfully sell to the customer's "e;pain."e;
Zusammenfassung
A groundbreaking approach to selling to your customer's "e;pain"e;PR guru Steve Cody and sales consultant Richard Harte team up to bring readers a revolutionary methodology for discovering what customers really need and using that knowledge to build stronger, more profitable relationships with them. The evolutionary next step in the "e;trusted adviser"e; approach to selling that has taken the sales world by storm, the system successfully combines public relations strategies with consultative sales techniques in a strategic framework.Among other important lessons, salespeople learn to uncover a client's deepest concerns --"e;what keeps them up at night"e;-- and to position their products or services in light of those concerns, using message points and other traditional PR tactics to help them successfully sell to the customer's "e;pain."e;
Titel
Whats Keeping Your Customers Up at Night?
Untertitel
Close More Deals by Selling to Your Clients Pain
Autor
EAN
9780071426060
ISBN
978-0-07-142606-0
Format
E-Book (pdf)
Hersteller
Herausgeber
Genre
Veröffentlichung
27.02.2003
Digitaler Kopierschutz
Adobe-DRM
Anzahl Seiten
208
Jahr
2003
Untertitel
Englisch
Unerwartete Verzögerung
Ups, ein Fehler ist aufgetreten. Bitte versuchen Sie es später noch einmal.