ISBNコード 9781444104943

Close That Sale!/HODDER & STROUGHTON/Roger Brooksbank

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コード番号	9781444104943
コードタイプ	ISBN
JANシンボル
商品名	Close That Sale!/HODDER & STROUGHTON/Roger Brooksbank
発売日	2012年
商品ジャンル	本・雑誌・コミック > 洋書 > BUSINESS ＆ SELF-CULTURE
コメント	From accurately sizing up the customer to ensuring the sale is properly closed Based on the five stage OIMCO selling model this guide covers opening-phase selling skills, which includes taking control of selling space and sizing up the customer. Next are interviewing-phase selling skills, including asking open-style questions, listening actively, and triggering the customer's imagination. Matching-phase selling skills include applying the SELL formula, translating benefits into real money, and mastering the art of storytelling. Closing-phase selling skills include tuning in to buying signals, manufacturing a close, and perfecting the art of silence. Lastly, objection-handling-phase selling skills include conditioning oneself positively to objections, prehandling predictable objections, and playing CATCH with every objection raised. These stages are all neatly summed up in 52 skill honing sections, with skill-enhancing exercises, to perfectly suit a busy life in sales.
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