.

0 (hodnocen0 x )

EB

ONLINE

New York : AMACOM, c2005

1 online resource (xi, 162 p.) : ill

ISBN 0814472850

Includes index

Gee, ma, do i hafta? -- Make money easier -- It’s all about them -- Turn strangers into customers -- The ole’ numbers game -- A winning formula -- Time management I: the proactive sales matrix -- Time management II: the power hour -- Speak the customer’s language -- Sell to their values, not yours -- Don’t sell stuff, sell solutions -- You sell change -- Execution: the true art of the sale -- Your 30-second speech -- 30-second variations: the opening -- 30-second variations: WIIFM -- Summary and flip -- leaving a message -- Own the process -- Who’s driving -- Transfer of ownership: internal and external dragons -- It’s about time -- Summary, bridge, pull -- Handling no: which no is that? -- Call #2: second 30-second speech -- Trip-Tik -- Two paths: value vs. solution -- Putting the cart before the horse -- It’s all about you.

Electronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries

001686637

full

(Au-PeEL)EBL243047

(CaONFJC)MIL112701

(CaPaEBR)ebr10120167

(MiAaPQ)EBC243047

(OCoLC)935228023