Sales therapy? : effective selling for the small business owner / Grant Leboff.

Format:

Book

Author/Creator:

Leboff, Grant.

Language:

English

Subjects (All):

Sales management.

Small business--Management.

Small business.

Selling.

Customer relations.

Relationship marketing.

Physical Description:

1 online resource (207 p.)

Edition:

1st ed.

Other Title:

Effective selling for the small business owner

Place of Publication:

Hoboken, NJ : Capstone Pub., c2007.

Language Note:

English

Summary:

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 o

Contents:

1 Moving Away from the Transactional Model; 2 Selling Snow to the Eskimos; 3 Putting theRelationship First; 4 Deconstructing the Myth of Benefit Selling; PART I: THE BUYER'S MOTIVATION; PART II: BENEFITS DON'T WORK; 5 Stop Using Benefits - Start Using Problem MapsTM; 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 QUESTIONSPART III: CLARITY USING PROBLEM MAPSTM; 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

Notes:

Includes index.

ISBN:

9786611135430

9781281135438

1281135437

9781907312205

190731220X

9781841128115

1841128112

OCLC:

608624300