Open Question Selling Unlock Your Customers Needs To Close The Sale By Knowing What To Ask And When To Ask It

Author : Val Gee
Publisher : McNeil & Johnson
ISBN 13 : 9780071484725
Total Pages : 244 pages
Book Rating : 4.28/5 ( download)

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Download or read book OPEN-Question Selling: Unlock Your Customer's Needs to Close the Sale... by Knowing What to Ask and When to Ask It written by Val Gee and published by McNeil & Johnson. This book was released on 2007-05-24 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: Build stronger relationships with customers through the OPEN Questioning technique By asking four types of questions-Operational, Problem, Effect, and Nail Down-you can address customer needs, find connections, and build the kind of relationships that enable you to close more sales. This hands-on guide shows how to use OPEN Question Selling throughout the sales process, from getting in the door to handling objections to making the close. With more than 100 sample questions and end-of-chapter exercises, you'll soon be on your way to building winning customer relationships.

Author : Antonio Specchia
Publisher : CRC Press
ISBN 13 : 1000532747
Total Pages : 153 pages
Book Rating : 4.46/5 ( download)

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Download or read book Customer Relationship Management (CRM) for Medium and Small Enterprises written by Antonio Specchia and published by CRC Press. This book was released on 2022-04-07 with total page 153 pages. Available in PDF, EPUB and Kindle. Book excerpt: Customer Relationship Management (CRM) systems are a growing topic among small- and medium-sized enterprises, entrepreneurs, and solopreneurs, and it is completely clear that CRM is a tool that businesses should have in place to manage sales processes. Teams of salespeople must have a system to run their daily activities, and small businesses and solopreneurs must track their marketing effort, a functioning structure for maintaining their contacts with prospects and clients to improve the effectiveness of their sales effort. CRM, once only available to large corporations, is now powerful technology for small and medium businesses. Small and medium businesses are now able to implement CRM solutions under a more cost-effective balance as an alternative to traditional tools like Salesforce, Dynamics, or Oracle. The reason for the success is mainly the simplicity of the new tools and solutions that have been developed for the management of sales processes. This book discusses how to implement a CRM from the perspective of the businessperson—not the more typical IT consultant or the technical staff. It benefits business development, sales management, and sales process control. Small business owners must understand why and how implementing a CRM will create value for their business—how it will focus on business development, sales management, and how sales leads develop into happy customers. Small business owners must first understand what a CRM system is, how it works, what its main functions are, and how it serves to manage workflows in the company’s sales department. Generally, entrepreneurs struggle to find the time to read and study complex and fully comprehensive books. This book provides direct operational guidelines to those who need easy-to-read information about how to use CRM effectively. Business professionals must be able to set up CRM systems and avoid mistakes and wasting time. This book provides an overview of what can be done with CRM and how it happens to empower businesspeople to find new customers and win business opportunities. This book discusses the logic of CRM in sales, giving tips and explanations on why and what happens when CRM is implemented in a specific way. Essentially, this book gives the entrepreneur the know-how behind CRM in sales in general terms, supporting enhanced customer relationships.

Author : Erik Therwanger
Publisher : Balboa Press
ISBN 13 : 1982212969
Total Pages : 226 pages
Book Rating : 4.64/5 ( download)

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Download or read book Dynamic Sales Combustion written by Erik Therwanger and published by Balboa Press. This book was released on 2018-11-22 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: Leaders... Start Your Sales Engines! Is your sales vehicle stalling, when it should be speeding across the finish line? Like an engine, your sales system was not designed to remain in the parking lot of lost opportunities. Instead, it should be driving transformational sales results and moving your sales vehicle to exciting new destinations. Unfortunately, most sales organizations lack the right sales system and are not prepared for the constant challenges that keep their sales vehicles parked. Negative perceptions, mediocre performance, poor support, and a lack of leadership round out the top issues that make acceleration difficult. Dynamic Sales COMBUSTION introduces business owners, sales leaders, sales professionals, and sales support teams to the Sales Impact System - SIS. The SIS allows you to push the pedal to the metal, create an environment that fosters high performance, and drive sales results to championship levels. The Sales Impact System - SIS provides you and your team with: • Strategies for an Unbreakable Mindset • Techniques to acquire Unparalleled Data • New ways to achieve Unstoppable Gears • The ability to develop Unmatched Structure

Author : Paul Cherry
Publisher : HarperChristian + ORM
ISBN 13 : 0814438717
Total Pages : 242 pages
Book Rating : 4.18/5 ( download)

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Download or read book Questions that Sell written by Paul Cherry and published by HarperChristian + ORM. This book was released on 2017-12-07 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you ask the right questions, then you’ll get the sale every time. As a salesperson, your product knowledge is extensive but that's not enough. If you fail to ask the right questions - the ones that uncover a customer's real needs - you will never close the deal. Top sales effectiveness expert and author Paul Cherry reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price, and increase your success rate as a result. In Questions That Sell, Cherry shares material on how to: Discover hidden customer needs and motivations Reinvigorate a stale relationship Soothe anxious buyers Accelerate the decision process Upsell and cross-sell so you no longer leave money on the table Use questions to qualify prospects (without insulting them) And much more Questions That Sell is packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions. Success is yours for the asking. Smart questioning will get you there.

Author : Tim Breithaupt
Publisher : Amacom Books
ISBN 13 : 9780814471654
Total Pages : 290 pages
Book Rating : 4.5X/5 ( download)

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Download or read book 10 Steps to Sales Success written by Tim Breithaupt and published by Amacom Books. This book was released on 2003 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Selling is a complex process. In order to succeed, sales professionals need to have not only a healthy self-esteem, but also a precise, proven system to get them confidently through each sales call. In Ten Steps to Sales Success, sales expert Tim Breithaupt both teaches and inspires -- providing a treasure-trove of practical tools and techniques designed to cover the entire selling process from A to Z. The book presents a complete methodology based on the author's Ten-Step Model of Sequential Selling, comprising: * Attitudes of Success * Time Management * Prospecting * Building Rapport and Trust * Probing and Listening * Value-Added Solutions * Closing * Creative Negotiation * Action Plans * and Follow-Up. Perfect for both sales novices and veterans, the book includes humorous illustrations to support key points, and provides numerous ""how-to"" examples. It is a must-read for anyone seeking to move beyond sales survival to sales excellence."

Author : Jim Meisenheimer
Publisher : Helbern
ISBN 13 : 9780963747938
Total Pages : 126 pages
Book Rating : 4.32/5 ( download)

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Download or read book The 12 best Questions To Ask Customers written by Jim Meisenheimer and published by Helbern. This book was released on 2001 with total page 126 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Author : Marco Robinson
Publisher : Morgan James Publishing
ISBN 13 : 1683509129
Total Pages : 267 pages
Book Rating : 4.27/5 ( download)

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Download or read book Close the Deal and Suddenly Grow Rich written by Marco Robinson and published by Morgan James Publishing. This book was released on 2018-04-03 with total page 267 pages. Available in PDF, EPUB and Kindle. Book excerpt: Close the Deal & Suddenly Grow Rich is the ONLY sales book that reveals exactly WHEN to close the deal using the power of a B.R.A.N.D to transform sales results within 24 hours. Being homeless many times as a child after Marco Robinson’s mum left his father when he was just two years old because of immense debt, he knows what it’s like to sleep on park benches, be bullied from school to school, etc. Close the Dea & Suddenly Grow Richl is a true rags-to-riches story of someone who was willing to fight, never gave up, and became the best he could be at sales. At the heart of Marco’s passion is giving back after his own difficult childhood. In a universal and conversational style, Marco shares his B.R.A.N.D. new concept of 21st century sales and communication technology that transforms sales results within 24 hours and catapults any working professional to the top levels of seven-figure earners at light speed!

Author : Kevin Daley
Publisher : McGraw Hill Professional
ISBN 13 : 0071371516
Total Pages : 188 pages
Book Rating : 4.13/5 ( download)

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Download or read book Socratic Selling written by Kevin Daley and published by McGraw Hill Professional. This book was released on 1995-08-22 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: Build a relationship with your customers and close the sale more surely. The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Socratic Selling shows you how to access that power, to cooperate with it, and to make it work for you. Inside you will discover how to: Open a sales dialogue dynamically, so that you and your customer go right to the heart of the matter Guide the dialogue through a discovery of needs and needed decisions Negotiate objections, and close effectively Uncover the motivators that move sales to more predictable closure

Author : Paul Cherry
Publisher : Amacom Books
ISBN 13 : 9780814473399
Total Pages : 196 pages
Book Rating : 4.93/5 ( download)

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Download or read book Questions that Sell written by Paul Cherry and published by Amacom Books. This book was released on 2006 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: Questions That Sell helps readers use advanced questioning techniques to sell their products based on value to the customer (not on price) and increase their success rate as a result. This book is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster.

Author : Jim Abraham
Publisher : WestBow Press
ISBN 13 : 144973457X
Total Pages : 215 pages
Book Rating : 4.72/5 ( download)

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Download or read book Selling the Right Way, Prayerfully God's Way written by Jim Abraham and published by WestBow Press. This book was released on 2011-12 with total page 215 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most sales publications cover selling exclusively from the world's point-of-view. They cover a topic or two that may peak the interest of the reader, but they leave out two elements that are critical to a Christian sales professional's success. What are those two essentials you need to know? They are: 1.) Where does God fit into your life as a salesperson, and 2.) What else do you need to know to be a long-term sales pro? You see, selling is more than one or two techniques that will manipulate your prospect into buying. It's more than a few closing techniques that will seal-the-deal. Sales is an ability you are given, by God, to help other people solve their problems. You are a problem solver, an advocate for your client. This book will help you become the best you can be, with prayer and God's guidance.