Power Questions to Win the Sale : Overcoming Nine Critical Sales Challenges

Power Questions to Win the Sale : Overcoming Nine Critical Sales Challenges /

Use the power of questions to accelerate your sales process and gain client commitment. Skillfully build rapport. Establish your credibility. Uncover a client's issues. Determine if your prospect is really ready to buy. Get commitment to a next step. Power Questions to Win the Sale provides spe...

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Bibliographic Details
Online Access: Full text (MCPHS users only)
Main Author: Sobel, Andrew, 1955-
Format: Electronic eBook
Language:English
Published: Hoboken : Wiley, 2013
Subjects:
Selling.
Sales personnel.
selling.
Local Note:ProQuest Ebook Central
Table of Contents:
  • Chapter 1. The right question really can win the sale
  • chapter 2. Clients have changed
  • are you keeping up?
  • chapter 3. Challenge one: Plan a great meeting
  • chapter 4. Challenge two: Sequence your questions
  • chapter 5. Challenge three: Build rapport
  • chapter 6. Challenge four: Establish your credibility
  • chapter 7. Challenge five: Understand their issues
  • chapter 8. Challenge six: Develop a need
  • chapter 9. Challenge seven: Create a next step
  • chapter 10. Challenge eight: Position your proposal to win
  • chapter 11. Challenge nine: Unblock a sale that is stalled
  • chapter 12. Conclusion.

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