Sell Yourself First The Most Critical Element in Every Sales Effort
List price: $25.95
30 day, 100% satisfaction guarantee
If an item you ordered from TextbookRush does not meet your expectations due to an error on our part, simply fill out a return request and then return it by mail within 30 days of ordering it for a full refund of item cost.
Learn more about our returns policy
Description: Today more than ever, the biggest thing that separates you from your competitors is you. According to Thomas A. Freese, whose Question-Based Selling system has been adopted and implemented by thousands of salespeople in companies all over the world, YOU are the biggest differentiator between you and your competitors. Given the current business climate, sellers should no longer count on their product or service to sell itself because their toughest competitors are out there with similar products they claim are better. Instead, it's more likely that in closely contested sales, the decision will come down to whichever salesperson offers the best service, is the most responsive, or displays any number of other highly intangible attributes, such as credibility, expertise, helpfulness, and integrity. The challenge for sellers is to convey these qualities in a way that promises value to customers. Freese explains how to maximize a value proposition and ultimately win more sales through strategies that include: • managing conversational dynamics • influencing the customer's buying criteria • justifying costs • creating curiosity about your product
Rush Rewards U
You have reached 400 XP and carrot coins. That is the daily max!
Limited time offer:
Get the first one free!
All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.
List price: $25.95
Copyright year: 2010
Publisher: Penguin Publishing Group
Publication date: 12/30/2010
Size: 6.25" wide x 9.50" long x 1.00" tall
|Introduction: The Game Has Changed|
|The Elephant in the Room|
|Your Next Job Interview|
|Customers Won't Trust Just Anyone|
|Managing Conversational Dynamics|
|Establishing the Customer's Buying Criteria|
|How to Be More Strategic with Your Sales Questions|
|Cost-Justifying Your Intangible Value Proposition|
|Making Prospects More Receptive to Your Message|
|Positioning Your Solutions Against the Competition|
|Paint Pictures with Your Words|
|Wrapping Up the Sale|
|Epilogue: For Sales Managers Only|