Collaborative Selling
Lingua: inglese
Editore: Alessandra and Associates, Inc., 1993
- Brossura
- Nuovo
Da: PBShop.store UK, Fairford, GLOS, Regno UnitoPBShop.store UK
Venditore AbeBooks dal 11 giugno 1999
Condizione: Nuovo
EUR 16,19
Quantità: Più di 20 disponibili
Aggiungi al carrelloDescrizione dell’articolo da parte del venditore
New Book. Delivered from our UK warehouse in 4 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000.
Codice articolo L0-9780962516153
- Titolo
- Collaborative Selling
- Autore
- Rick Barrera
- Editore
- Alessandra and Associates, Inc.
- Anno di pubblicazione
- 1993
- Condizione
- New
- Rilegatura
- PAP
- Lingua
- inglese
- ISBN 10
- 0962516155
- ISBN 13
- 9780962516153
- Peso dell'articolo
- 456 grammi
There are really only two ways to sell anything. One is a struggle most of the time. Let's call this one "Hard Selling". The other seems pretty effortless. I call this one "Collaborative Selling". I must admit that both will get you some business. However, "Hard Selling" is always uphill battle. "Collaborative Selling," on the other hand, guarantees you huge rewards, an endless flow of ready-to-buy prospects, and creates an environment for you to have incredible fun doing it. Before we go any further we have to clarify which method you have been using. Here's a simple test that should give you a clue if you're not already sure. Answer these 3 questions: *How much of your business comes from unsolicited referrals? *How many of your customers buy from you again and again? *Is the closing of the sale easy or hard? When you become a part of your customers' very own support staff (which is the case in "Collaborative Selling"), you will consistently get referrals and repeat business. Hopefully you do get a lot of referral and repeat business. Unfortunately, too many salespeople I work with can't say that. If that sounds like you, I can help you transform your results. Here is the pattern I notice in many sales people. They constantly jump from job to job. They change entire industries. And they are constantly looking for new customers. I had to learn this lesson myself the hard way... Back in 1966, when I was just 19 years old, I made more money than my dad or anyone else in my family. You won't believe how. I sold pots and pans. They were very expensive. They sold for nearly $300. Remember. This was over 35 years ago when you could buy a decent used car for that amount. On my first sale, I sold a friend what we called our "Golden Opportunity" package. So not only did she get the pots...she also plunked down an extra $200 on some china. Hey! They were nice plates. Now she didn't really want all this stuff. She just didn't have the power to say "No." My offer and my close were way too strong for her to resist. Sounds good right? Not so fast. You have to look deeper. Here's what happened next... When I delivered the cookware, I asked her to go get her address book. It was time to get a list of referrals. Right? Wrong! She said no. I asked, "Why not? I don't understand." She said, "I don't want you to do to my friends what you did to me." "What's that?" I asked. She looked at me and said, "Tony, you sold me." I still remember how terrible that statement made me feel. She might as well have said I violated her. That's what it sounded like to me. It was a crushing blow. What's the lesson here? Sure, I made the sale. But ultimately I paid the price. I couldn't see it at first. But I paid for it emotionally. I paid for it financially. But worst of all, I paid for it spiritually. It didn't happen all at once, but my sales eventually began to drop off. The biggest reason was, I didn't feel good about what I was doing. It sounds a little cheesy, I know. But don't think for a second that the way you feel, who you are, or what you believe about your product or service, does not affect how well you do. It does! But that's not all. I also didn't feel good about the way my customers saw me. I remember I used to practically pray that I wouldn't see my customers at the store, walking downtown, or standing in line at the movie theater. Maybe you've been there. Anyway, it took me a number of years to figure out what was causing all the struggle. That was then. Here's what I discovered... Back in the 60's and 70's, selling was pretty simple. All you had to do was have a great opening line, a good pitch, and a strong close and you would get sales. You can't do that today. Your customers are too smart. They are too savvy. Yet a lot of sales people way underestimate the knowledge and intuition their prospects come armed with. Just think. They research the Internet. They shop around.&nbs
"Riassunto" può appartenere a un’altra edizione di questo titolo.
PBShop.store UK
Fairford, GLOS, Regno Unito
Venditore AbeBooks dal 11 giugno 1999
Tariffe di spedizione da Regno Unito a U.S.A.
| Articolo | Da 10 a 20 giorni lavorativi | Da 10 a 20 giorni lavorativi |
|---|---|---|
| Primo articolo | EUR 4,91 | EUR 4,91 |
Metodi di pagamento
Descrizione dello Store
**Please note our transit times are from the date of dispatch.** We first started out as “The Paperback Exchange,” a chain of physical bookstores where we would part exchange your beloved books for new stories to transport you to faraway places. However, as shopping started to evolve to online shops and marketplaces, we bid our stores goodbye to become “PBShop.” This transition has only allowed us to blossom as we now ship thousands of titles to book lovers across the globe. We pride ourselves in being a community of local book lovers which allows our passion and devotion to shine in everything we do. In 2020 we not only celebrated our 20th birthday but our 1st birthday as being completely employee owned after becoming an E.O.T in September 2019. We are proud to be different and embrace standing apart on a book mountain by working from a virtual inventory which allows us to provide thousands of books that may be difficult to get for your bookshelf or your studies. Working with a number of different suppliers allows us to explore other avenues such as puzzles, sheet music and even stationery so we really do have something for everyone. Life is about being versatile in all realms of existence. If this is your first purchase with us, or you are a returning customer, we would like to welcome you to the PBShop family, for there is no friend as loyal as a book. We are a company who put our customers at the centre of everything we do as we understand the importance of reading because once you learn to read, you will forever be free. There are a whole lot of things in this world of ours that we are yet to explore, which is why we will forever inspire curious minds.…
Specializzazione
Hardbacks, PaperbacksInformazioni sull’azienda del venditore
Pbshop.co.uk
Unit 22 Horcott Industrial Estate, Horcott Road
Fairford, Regno Unito GL7 4BX
Condizioni di vendita
Returns Policy
We ask all customers to contact us for authorisation should they wish to return their order. Orders returned without authorisation may not be credited.
If you wish to return, please contact us within 14 days of receiving your order to obtain authorisation.
Returns requested beyond this time will not be authorised.
Our team will provide full instructions on how to return your order and once received our returns department will process your refund.
Please note the cost to return any unwanted order to us is borne by the buyer.
Should your order arrive damaged, not as advertised or faulty, we must be advised of this within 14 days of delivery. Please contact us so we can find the best solution for you.
Our Customer Care Team can be contacted by emailing alborders@paperbackshop.co.uk, or by calling our UK Office on +441285 712 917. We are available 9:00am till 5:30pm GMT Monday to Friday.
Diritto di recesso
Se sei un consumatore puoi recedere dal contratto in conformità con quanto segue. Per Consumatore si intende qualsiasi persona fisica che agisce per scopi estranei alla propria attività commerciale, imprenditoriale, artigianale o professionale.
Informazioni sul diritto di recesso
Diritto legale di recesso
Hai il diritto di recedere dal presente contratto entro 14 giorni senza fornire alcuna motivazione.
Il periodo di recesso scade dopo 14 giorni dal giorno in cui tu o una terza parte, diversa dal vettore e da te indicata, acquisisce il possesso fisico dell'ultimo bene o dell'ultimo lotto o pezzo.
Per esercitare il diritto di recesso, compila e invia elettronicamente una dichiarazione esplicita sul nostro sito Web, alla voce “I miei acquisti” nella sezione “Mio account”. Ti comunicheremo senza indugio una conferma di ricezione di tale recesso su un supporto durevole (ad es. via e-mail).
Per rispettare il termine di recesso, è sufficiente inviare la comunicazione relativa all'esercizio del diritto di recesso prima della scadenza del periodo di recesso stesso.
Effetti del recesso
In caso di recesso dal presente contratto, ti rimborseremo tutti i pagamenti ricevuti, compresi i costi di spedizione (ad eccezione dei costi supplementari derivanti dalla tua eventuale scelta di un tipo di spedizione diverso dal tipo meno costoso di consegna standard da noi offerto).
Potremo effettuare una detrazione dal rimborso per la perdita di valore dei beni forniti, qualora tale perdita sia il risultato di una manipolazione non necessaria da parte tua.
Eseguiremo il rimborso senza indebito ritardo e non oltre 14 giorni dal giorno in cui saremo informati della tua decisione di recedere dal presente contratto.
Il rimborso sarà effettuato utilizzando lo stesso mezzo di pagamento da te usato per la transazione iniziale, salvo che tu non abbia espressamente concordato altrimenti; in ogni caso, non dovrai sostenere alcun costo quale conseguenza di tale rimborso.
Possiamo trattenere il rimborso finché non avremo ricevuto i beni oppure finché non avrai fornito la prova di averli rispediti, a seconda di quale condizione si verifichi per prima.
Dovrai rispedire i beni o consegnarli a PBShop.store UK, Fairford, United Kingdom, +44 1285 712917, senza indebito ritardo e, in ogni caso, entro 14 giorni dal giorno in cui ci hai comunicato la tua volontà di recedere dal presente contratto. Il termine è rispettato se rispedisci i beni prima della scadenza del periodo di 14 giorni. I costi diretti della restituzione dei beni saranno a tuo carico. Sei responsabile solo della diminuzione del valore dei beni risultante da una manipolazione diversa da quella necessaria per stabilire la natura, le caratteristiche e il funzionamento dei beni stessi.
Eccezioni al diritto di recesso
Il diritto di recesso non si applica a:
- La fornitura di giornali, periodici o riviste ad eccezione dei contratti di abbonamento; e
- La fornitura di contenuto digitale non fornito su un supporto materiale (ad es. su un CD o DVD), se al momento dell'invio dell'ordine hai accettato l'inizio dell'esecuzione e hai riconosciuto che non avresti potuto recedere una volta iniziata l'esecuzione.
Condizioni di spedizione
Orders are shipped from our UK warehouse. Delivery thereafter is between 4 and 14 business days. Please contact us if you have any queries about our services or products.