What's Keeping Your Customers Up at Night?: Close More Deals by Selling to Your Client's Pain - Cody, Steven
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"The Dr.'s of pain have provided a prescription for those who are looking for a cure to their sales ills."--Jerry Kaplan, President, Magazine Group, Meredith Corporation Powerful, provocative, and proven techniques that send your sales figures soaring Want to open doors and win accounts that seemed beyond your reach in the past? "What's Keeping Your Customers Up at Night?" shows sales reps and executives how to leverage proven public relations techniques to close more deals, increase repeat business, and prosper in good times and bad. It also provides the keys to deepening relationships,…mehr

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Produktbeschreibung
"The Dr.'s of pain have provided a prescription for those who are looking for a cure to their sales ills."--Jerry Kaplan, President, Magazine Group, Meredith Corporation Powerful, provocative, and proven techniques that send your sales figures soaring Want to open doors and win accounts that seemed beyond your reach in the past? "What's Keeping Your Customers Up at Night?" shows sales reps and executives how to leverage proven public relations techniques to close more deals, increase repeat business, and prosper in good times and bad. It also provides the keys to deepening relationships, up-selling customers, and keeping sales figures up in uncertain times. Following a foolproof, four-step approach, you'll learn how to: Uncover the pain using combined PR audit and sales assessment strategies Enhance the pain using PR-type case studies and sales war stories Sell against the pain through pain-based questioning and message point development Heal the wound by empowering the prospect to move forward with you
Autorenporträt
Steven Cody is the founder and managing partner of Peppercom, Inc., a top strategy communications firm with offices in New York, San Francisco, and London. Richard Harte, Ph.D., is the president of Harte Associates, a sales and organizational consulting firm. He has designed sales and management training programs for top corporations worldwide.