All too often sales calls become an interrogation, leaving the prospects wondering where the conversation is leading. This book provides an alternative, based on the principle that effective sales start with focusing on the issues that matter most to your customers. This book helps you gain insight into your customer's business problems and use those insights to guide your sales questions. The author teaches you how to create and ask effective, probing questions; validate the business impact of your solution; and dig deeper when necessary. He also provides advice on maintaining the right tone throughout the conversation - leading to a more successful sales interaction and a long-lasting relationship with the customer.
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one great idea
- Courtney Cook