| Bagsidetekst |
MAKING
The handshake sale a thing of the past—in todafs superheated business world
every sale has to be earned and re-earned. The leading Fortune 500 companies
pay $1,000 per employee to attend the same Miller-Heiman Conceptual Selling
saminars presented in this step-by-step program. From the authors of Strategic
Séy, here is a breakthrough, reliable system for understanding every aspect
of a prospective sale, knowing whats in your buyer's mind—and ge!ting the
results you want in business' new age.
The Concept Sale: How you can—and must—prepare for a sales presentation
by seeing it from the custome(s point of view.
A Question Grid: Do you really understand your buyer? If you don't know
where your problems are you won't overcome them.
Danger Signs: Why is this salesperson talking so much? five fatal verbal signals
ttut sales representatives send to their customers.
Joint Venture: You earn trust from a customer by defivenng the Ä11ts he or
she needs—and by producing a mutual Win.
CredlMity: What is your reputation worth? Six steps to build your credibility—
and keep it.
"ConceptualSe/ling is different from all other sales training because it... struc-
tures the face-to-face experience.... It maps a course and shows you where
—David Shick, Lite President, Sa/es/Marke!ing, ,Saga Corporation
to go."
Selected by The Fortune Book Club,
TIE Association of Sales and Marketing Book Club,
and The Management Book
51295
by
9 780446 38906
-3890b -q
ISBN 0-qqg
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