A step by step process to achieving the selling zone. sales people always want to improve. By achieving the selling zone, they can close more sales for larger dollars. How? This book shows that buyer's have a buying process that can be recognized and understood by the seller. Once the seller determines the buyer's process, they have to restrain their need to plow forward with the close. Tather, the seller must match their selling process with the buyer's process to achieve total sales success. Being willing to let the buyer complete their buying process requires the seller to be patient and understanding. The payoff is more sales success. Timing is everything. Discovering the buyer's "rhythm" and then matching the sales process is the key to BIG TIME SUCCESS.
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The author, Guy Baker - firstname.lastname@example.org , September 4, 1998
To effectively sell, you must understand the buyer's process (The author is recognized as one of the premier life insurance salespeople in the world. He is one of only 40 agents to have qualified as a member of the Top of the Table more than 21 times.)
Selling, whether it is financial products or tangibles, is more than making a good presentation and offering an excellent product which people want. Selling is all about understanding your buyers needs and then helping them discover why your product meets their needs. Why People Buy explores the selling process and helps the reader understand why they need a repeatable sales process. Once you build your sales process, you need to make it "riskless."
But our sales process is only half of the equation. The other half is what the buyer is thinking, where they are in their buying process. The buyer has a tempo, a pace which is comfortable. If we ignore it, then we do so at our own risk. If we understand it, then we can time our own process to match their tempo.
I have tried to detail the buying process and what these buyers are doing while we are systematically following our process.
I have been told by some of the best sales people in the country that this book hits the target. Veterans have told me they have learned why they have lost important sales. You dont have to be an insurance agent to learn from this book. I hope it helps you achieve your sales goals for the coming months.About the Author:
A Lifetime member of the TOP of the TABLE - a group of 500 life insurance agents who have distinguished themselves through consistent service and sales success. Guy firm also is a money manager with over $250,000,000 in assets under management.
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Descrizione libro Paperback. Condizione libro: BRAND NEW. NEW Book in Mint Condition -- Great DEAL !! Fast Shipping -- Friendly Customer Service -- Buy with Confidence!. Codice libro della libreria RP0964772108BN
Descrizione libro Standel Publishing, 1995. Paperback. Condizione libro: New. book. Codice libro della libreria 0964772108
Descrizione libro Standel Publishing, 1995. Paperback. Condizione libro: New. Codice libro della libreria DADAX0964772108
Descrizione libro Condizione libro: Brand New. Book Condition: Brand New. Codice libro della libreria 97809647721061.0
Descrizione libro Standel Publishing, 1995. Paperback. Condizione libro: Brand New. 126 pages. 8.10x5.30x0.40 inches. In Stock. Codice libro della libreria 0964772108
Descrizione libro Standel Publishing, 1995. Paperback. Condizione libro: New. Codice libro della libreria P110964772108
Descrizione libro Standel Publishing. PAPERBACK. Condizione libro: New. 0964772108 New Condition. Codice libro della libreria NEW6.0645291