Connective Selling: The Secrets of Winning Big Ticket Sales by John Timperley (Paperback, 2004)

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Product Information

There are only three outcomes to a potential sales opportunity; either you will win it, lose it or no decision is made. Connective Selling is about understanding how people buy so you can make the right move at the right time in the sales process. Designed for big ticket work, the Connective Selling model is equally applicable in all sales situations. It's about earning respect and trust by knowing your client's business and addressing their problems. It's about solving their issues and helping them succeed. It tells you what to talk about, and when, and how to really hear what your contacts are saying. Ultimately, it's about the importance of building rapport and relationships to win business. SPIN selling has been the dominant technique for the past decade but Connective Selling makes the sales process easier and more sophisticated. The practical 8 junction approach will help you sell effectively without the hard sell . Connective Selling is for salespeople who want to win business with techniques that really work.

Product Identifiers

PublisherJohn Wiley & Sons AND Sons LTD
ISBN-139781841126128
eBay Product ID (ePID)90209177

Product Key Features

Number of Pages212 Pages
Publication NameConnective Selling: the Secrets of Winning Big Ticket Sales
LanguageEnglish
SubjectMarketing
Publication Year2004
TypeTextbook
AuthorJohn Timperley
FormatPaperback

Dimensions

Item Height234 mm
Item Weight356 g
Item Width166 mm

Additional Product Features

Country/Region of ManufactureUnited Kingdom
Title_AuthorJohn Timperley

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