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"To read your own poetry in public is a kind of mental incest."
- Brendan Behan's father quoted by Shay Duffrin in his one-man show 'Confessions of an Irish Rebel' 1984
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ZIN Product Number: 10119028
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| | | |  | | | Product Details
 Format: Paperback, 21st ed., 374 pages
Edition: REVISED
Publisher: Warner Books, Incorporated
ISBN: 0446674494
Release Date: Jan 5, 1997
| |  | | | From The Publisher
Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this high-pressure, highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career.
| | | | Annotation
The authors show you how to develop and use a specific buyer/seller communicatin that leads to quality sales and to referrals and reorders.
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| | | |  | | | | Foreword | vii | | Introduction: Two People Speaking | 1 | | Special Thanks from the Authors | 9 | | Part I | "No Sell" Selling | | | Chapter 1 | Why Your Customers Really Buy | 19 | | Chapter 2 | How Your Customers Make Buying Decisions | 36 | | Chapter 3 | What We're Striving for: Win-Win | 48 | | Chapter 4 | Life Beyond the Product Pitch | 72 | | Part II | Getting Started: Four Questions to Ask Yourself Before You Make the Call | | | Chapter 5 | Why Am I Here? | 103 | | Chapter 6 | What Do I Want the Customer to Do? | 111 | | Chapter 7 | Why Should the Customer See Me? | 134 | | Chapter 8 | Do I Have Credibility? | 155 | | Part III | The Sales Call: Getting Information | | | Chapter 9 | Learning to Listen | 181 | | Chapter 10 | The Five Question Types | 195 | | Chapter 11 | Establishing Superb Communication | 223 | | Part IV | The Sales Call: Giving Information | | | Chapter 12 | The Importance of Differentiation | 241 | | Chapter 13 | Using the Joint Venture Approach | 257 | | Part V | The Sales Call: Getting Commitment | | | Chapter 14 | Beyond the Chumming Exercise | 281 | | Chapter 15 | Don't Call Them Objections | 295 | | Part VI | Assessment: Zero Hour--and Beyond | | | Chapter 16 | Pre-Call Planning and Rehearsal | 317 | | Chapter 17 | Assessing the Call | 331 | | Chapter 18 | Selling Beyond the Close | 343 | | The Questioning Process Revisited: Continuing the Dialogue with Our Customers | 347 | | Index | 365 | | About Miller Heiman, Inc. | 372 | | About the Authors | 373 |
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Selling, Sales, Business / Economics / Finance, Business & Economics, Sales & Selling - Techniques, Sales & Selling - General, Selling, Selling, Sales, Business / Economics / Finance, Business & Economics, Sales & Selling - Techniques, Sales & Selling - General
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