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ONETHE SALES GRID
TWO SEE YOURSELF IN THE SALES GRID MIRROR
THREE DIMENSIONS IN A SELLING RELATIONSHIP
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1,1 attitude 1,1-oriented customer 9,1 assumptions 9,1 customer 9,1 salesman 9,9 approach 9,9 customer 9,9-oriented salesman accept activities analyzing answer assumptions avoid backup basis become behavior benefits building cern chapter commitment company's competitors complaints confidence conflict convictions customer's mind customer's situation deal discussion effective emotions enthusiasm established accounts facade strategist facts favorable feel gain genuine give going high concern important influence initial integrity interest interruption keep kind likelihood listening logic low concern ment motivation move negative objections participation and involvement person positive possible pressure problem-solving product knowledge product or service profit prospect purchase decision questions reaction realistic reason relationship respond Rush Business sales interview sales presentation sales results sales techniques sales volume salesman and customer satisfied Scientific Methods SELF-MANAGEMENT selling situation sense sound purchase successful closing things tion tivations tive tomer understanding valid wants