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小企业的销售策略Sales Therapy : Effective Selling for the Small Business Owner

作者: Grant Leboff 著

出版社: Oversea Publishing House

出版时间: 2007-12

版次: 1

ISBN: 9781841127781

定价: 127.00

装帧: 平装

开本: 32开

纸张: 胶版纸

页数: 199页

分类: 外文古旧书>英文书>管理

　　If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn’t work anymore. It’s relationships that count.

  Real selling is about understanding customers’ goals and helping them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results?

  Sales Therapy smashes the age-old sales model with an effective new approach grounded in behavioural psychology. It is natural and effortless to use because it mirrors the way people actually interact with each other. And it really works.

  Thomas Power, Chairman of Ecademy, describes it as ‘One of the finest pieces of content on how to sell better in the 21st Century.’

  At last, you can commit those terrible ‘closing techniques’ to the recycle bin. Sales Therapy will help you build great relationships with your customers while making the art of selling fun and effective and helping your business to grow.

  PRAISE FOR SALES THERAPY

  ‘This is one of the finest pieces of content on how to sell better in the 21st Century. Grant you are absolutely right with your judgment’ Thomas Power, Chairman of Ecademy Frustrated at the way the traditional methods of selling are being taught and conducted within the workplace, Grant Leboff formalised his own sales philosophy Sales Therapy, a new sales methodology for the 21st Century. As the Managing Director of two com 1 Moving Away from the Transactional Model

2 Selling Snow to the Eskimos

3 Putting the Relationship First

4 Deconstructing the Myth of Benefit Selling

  Part I: The buyer’s motivation

  Part II: Benefi ts don’t work

5 Stop Using Benefits – Start Using Problem Maps™

6 Why the USP Stops you Selling

7 Your Emotional Selling Point and Giving Value

8 Building Pipeline

  Part I: Managing the process

  Part II: Engaging your prospect

9 Routes to Market

10 Empowering your Buyer

11 Understanding your Purchasers

12 Asking Questions – the Diagnosis

  Part I: The doctor/patient relationship

  Part II: The fallacy of open and closed questions

  Part III: Clarity using Problem Maps™

  Part IV: Problems and solutions are not enough

13 When It’s Time to Talk

14 Objections and Concerns

15 Traditionally It’s Called Closing

16 Following Up – Continuing the Relationship

Epilogue

Index
内容简介:
　　If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn’t work anymore. It’s relationships that count.

  Real selling is about understanding customers’ goals and helping them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results?

  Sales Therapy smashes the age-old sales model with an effective new approach grounded in behavioural psychology. It is natural and effortless to use because it mirrors the way people actually interact with each other. And it really works.

  Thomas Power, Chairman of Ecademy, describes it as ‘One of the finest pieces of content on how to sell better in the 21st Century.’

  At last, you can commit those terrible ‘closing techniques’ to the recycle bin. Sales Therapy will help you build great relationships with your customers while making the art of selling fun and effective and helping your business to grow.

  PRAISE FOR SALES THERAPY

  ‘This is one of the finest pieces of content on how to sell better in the 21st Century. Grant you are absolutely right with your judgment’ Thomas Power, Chairman of Ecademy
作者简介:
Frustrated at the way the traditional methods of selling are being taught and conducted within the workplace, Grant Leboff formalised his own sales philosophy Sales Therapy, a new sales methodology for the 21st Century. As the Managing Director of two com
目录:
1 Moving Away from the Transactional Model

2 Selling Snow to the Eskimos

3 Putting the Relationship First

4 Deconstructing the Myth of Benefit Selling

  Part I: The buyer’s motivation

  Part II: Benefi ts don’t work

5 Stop Using Benefits – Start Using Problem Maps™

6 Why the USP Stops you Selling

7 Your Emotional Selling Point and Giving Value

8 Building Pipeline

  Part I: Managing the process

  Part II: Engaging your prospect

9 Routes to Market

10 Empowering your Buyer

11 Understanding your Purchasers

12 Asking Questions – the Diagnosis

  Part I: The doctor/patient relationship

  Part II: The fallacy of open and closed questions

  Part III: Clarity using Problem Maps™

  Part IV: Problems and solutions are not enough

13 When It’s Time to Talk

14 Objections and Concerns

15 Traditionally It’s Called Closing

16 Following Up – Continuing the Relationship

Epilogue

Index

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小企业的销售策略Sales Therapy : Effective Selling for the Small Business Owner

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