Sales Therapy : Effective Selling for the Small Business Owner.
Grant. Leboff
Bok Engelsk 2007 · Electronic books.
| Omfang | 1 online resource (207 pages)
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| Utgave | 1st ed.
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| Opplysninger | Intro -- 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 Maps™ -- 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 QUESTIONS -- PART III: CLARITY USING PROBLEM MAPS™ -- 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.. - Frustrated at the way the traditional methods of selling are being taught and conducted within the workplace, Grant Leboff formalised his own sales philosophy Sales Therapy, a new sales methodology for the 21st Century. As the Managing Director of two companies, Leboff puts what he says into practice, every day. Phone Intelligence Ltd is a business-to-business telemarketing company. Its services include market research, appointment making and lead generation as well as training and consultancy in the telemarketing arena. The Intelligent Sales Club Ltd provides sales and marketing support to business owners through seminars, training and resource materials. It also provides consultancy helping companies build brands, refine their sales message and approach, and determine their best routes to market. Grant Leboff spends a significant amount of time giving talks about sales and marketing for a variety of business groups. He is also a regular contributor to many business magazines and newspapers.
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| ISBN | 9781841128115
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