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Questions that sell : the powerful process for discovering what your customer really wants / Paul Cherry.
Tipo de material:
TextoDetalles de publicación: New York : AMACOM, 2006, ©2006.Descripción: vii, 181 páginas : ilustraciones ; 23 cmTipo de contenido: - texto
- sin medio
- volumen
- 0814473393
- 9780814473399
- HF 5438.25 C48.2006
Contenidos:
Boring or engaging: how do your questions measure up? -- Getting to know prospective clients -- Managing business opportunities: the qualifying process -- Getting your customers talking: expansion and comparison questions -- Are you a consultant or product peddler? the educational question -- Directing the conversation: lock-on and impact questions -- Back to the future: vision questions -- Getting past "what if?" objections and stalls -- Putting it all together -- Conclusion -- Appendix A. Show me the money! how to create value so price is no longer an issue -- Appendix B. Using voice mail and e-mail -- Appendix C. Seeing the plan in action.
| Tipo de ítem | Biblioteca actual | Colección | Signatura topográfica | Copia número | Estado | Fecha de vencimiento | Código de barras | |
|---|---|---|---|---|---|---|---|---|
| Libros | Biblioteca Francisco Xavier Clavigero Acervo | Acervo General | HF 5438.25 C48.2006 (Navegar estantería(Abre debajo)) | ej. 1 | Disponible | UIA107393 |
Incluye índice.
Boring or engaging: how do your questions measure up? -- Getting to know prospective clients -- Managing business opportunities: the qualifying process -- Getting your customers talking: expansion and comparison questions -- Are you a consultant or product peddler? the educational question -- Directing the conversation: lock-on and impact questions -- Back to the future: vision questions -- Getting past "what if?" objections and stalls -- Putting it all together -- Conclusion -- Appendix A. Show me the money! how to create value so price is no longer an issue -- Appendix B. Using voice mail and e-mail -- Appendix C. Seeing the plan in action.
