Effective Selling Through Psychology: Dimensional Sales and Sales Management Strategies |
Contents
INTRODUCTION | 1 |
Selling People Skills and You | 3 |
Getting Down to Cases | 9 |
Copyright | |
19 other sections not shown
Common terms and phrases
achieve answer basic benefit statement better brief assertions build trust chapter closed-end questions coaching and counseling cognitive maps customer behavior customer needs customer's behavior customer's needs deal develop Dimensional Sales discussion example explain Exploring fact feel Figure fill five steps flat assertions gible give guidelines high receptivity ideas intangible needs interac interaction job goals keep leading questions let the customer listen look low receptivity managerial Managing objections means ment motivation neutral probes objective objection Okay open-end probes optimal Pathway pauses performance appraisal person presentation probably probing skills problem product or service Q4 behavior Q4 coaching Q4 sales Q4 selling Q4 skills Q4 strategy reflective statements sales behavior sales call sales manager salespeople salesperson seminar sizing-up skills Summary statements sure talk tangible needs tell there's things tion tomer usually what's who's words