Dirty Little Secrets: Why Buyers Can't Buy and Sellers Can't Sell, and What You Can Do About It! - Brossura

Morgen, Sharon Drew; Konrath, Jill

Brossura

ISBN 10: 0964355396 ISBN 13: 9780964355392

Casa editrice: Morgen Pub, 2009

Riassunto

Sellers often don’t close all of the sales they deserve to close. Why? The sales model itself fails to address the off-line issues buyers must manage before making a buying decision. Dirty Little Secrets takes the reader behind the scenes to understand how buyers buy, and offers tools to help them. Dirty Little Secrets exposes the problems with sales that have resulted in over 90% failure rates, and offers front-end decision facilitation tools to mitigate the failures.Until now, sales books have focused on helping buyers through the solution-placement end of the buying decision. No other book takes the seller through the behind-the-scenes issues that buyers must address before they get buy-in for a solution.This is not a sales book, but a sophisticated examination of systems, change, and decision making to help sellers close more, find more prospects, and greatly minimize the sales cycle. This book is essential for any serious student of sales.Do you want to sell? Or have someone buy?

Su questa edizione

• Editore: Morgen Pub
• Data di pubblicazione: 2009
• ISBN 10: 0964355396
• ISBN 13: 9780964355392
• Rilegatura: Copertina flessibile
• Numero di pagine: 272