Every salesperson must "make the sale"but chatting,networking,even listening to a customer's "needs" will only get them so far. What really spells success in sales is the salesperson's ability to determine the customer's true "wants"and appeal to those wants directly. Armed with feedback from hundreds of decision-makers,buyers,and end-users at various corporations,authors Brooks and Travisano show how customers almost always make a partly emotional buying decision and demonstrate how to: identify the "hidden buying motivation" defined by a customer's wants; use words,phrases,and techniques that work most effectively to uncover customers wants; create a perception in the customer's mind that is favorableinstead of relying on facts and stats.
|Publisher:||McGraw-Hill Companies, The|
|Product dimensions:||5.66(w) x 8.29(h) x 0.96(d)|