Use the power of questions to accelerate your sales process and gain client commitment .
Skillfully build rapport. Establish your credibility. Uncover a client’s issues. Determine if your prospect is really ready to buy. Get commitment to a next step. Power Questions to Win the Sale provides specific strategies and techniques to help you successfully manage the most common challenges in sales. For each step in the sales process, it gives you a series of thoughtful questions that will help you rapidly turn a contact into a client.
Drawing on the author’s bestselling Power Questions, this short e-book shows you how to:
- Sequence your agenda and use questions at the right moments in the sales process
- Establish yourself as an expert through credibility-building questions rather than slide presentations
- Draw out the client’s agenda of essential priorities and goals
- Position your proposal to win by meeting eight key preconditions before you submit it
- Unblock a sale that is stalled
Power Questions to Win the Sale is a practical roadmap for balancing advocacy and inquiry during the sales process and winning new business more consistently and confidently.
表中的内容
Chapter 1 You Can Build Big Relationships with Little Questions 1
Chapter 2 The Secret to Building Clients for Life 3
Chapter 3 Strategy One: Pick the Right Clients 5
Chapter 4 Strategy Two: Invest to Grow 9
Chapter 5 Strategy Three: Get to Know Your Clients as People 15
Chapter 6 Strategy Four: Build Relationships at the Top 17
Chapter 7 Strategy Five: Engage in Client Account Planning 21
Chapter 8 Strategy Six: Use a Crisis to Deepen Your Relationship 23
Chapter 9 Strategy Seven: Add More Value 27
Chapter 10 Strategy Eight: Multiply Your Relationships 31
Chapter 11 Strategy Nine: Assess Your Relationship Health 35
Chapter 12 Four Questions for You 39
Excerpt from Power Questions
About the Author 41
关于作者
Andrew Sobel (Santa Fe, NM and New York, NY; www.andrewsobel.com) is a leading authority on client relationships and the skills and strategies required to earn enduring client loyalty. Andrew is the author of Power Questions (Wiley, 2012), All for One (Wiley, 2009), Making Rain (Wiley, 2003), and Clients for Life (Simon & Schuster, 2000). His work has been featured in publications such as The Harvard Business Review, The New York Times, and USA Today and his clients include senior executives at leading companies such as Citigroup, Lloyds Banking Group, Ernst & Young, Xerox, and many others.
来自同一作者的更多电子书 / 编辑
35,306 此类电子书
