Andrew Sobel

Power Questions to Win the Sale (eBook, ePUB)

Overcoming Nine Critical Sales Challenges

• Format: ePub

Produktbeschreibung

Use the power of questions to accelerate your sales process and gain client commitment.

Skillfully build rapport. Establish your credibility. Uncover a client's issues. Determine if your prospect is really ready to buy. Get commitment to a next step. Power Questions to Win the Sale provides specific strategies and techniques to help you successfully manage the most common challenges in sales. For each step in the sales process, it gives you a series of thoughtful questions that will help you rapidly turn a contact into a client.

Drawing on the author's bestselling Power Questions, this short e-book shows you how to:

• Sequence your agenda and use questions at the right moments in the sales process
• Establish yourself as an expert through credibility-building questions rather than slide presentations
• Draw out the client's agenda of essential priorities and goals
• Position your proposal to win by meeting eight key preconditions before you submit it
• Unblock a sale that is stalled

Power Questions to Win the Sale is a practical roadmap for balancing advocacy and inquiry during the sales process and winning new business more consistently and confidently.

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Produktdetails

• Verlag: Wiley-Blackwell
• Erscheinungstermin: 3. April 2013
• Englisch
• ISBN-13: 9781118651100
• Artikelnr.: 38243571

Autorenporträt

Andrew Sobel (Santa Fe, NM and New York, NY; www.andrewsobel.com) is a leading authority on client relationships and the skills and strategies required to earn enduring client loyalty. Andrew is the author of Power Questions (Wiley, 2012), All for One (Wiley, 2009), Making Rain (Wiley, 2003), and Clients for Life (Simon & Schuster, 2000). His work has been featured in publications such as The Harvard Business Review, The New York Times, and USA Today and his clients include senior executives at leading companies such as Citigroup, Lloyds Banking Group, Ernst & Young, Xerox, and many others.