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The Grid as Your Mirror
On Being Deceptive
4 other sections not shown
1,9-oriented sales 9,1-oriented sales representative 9,9 orientation 9,9-oriented customer 9,9-oriented salesperson acceptance analyzing answer assumptions attitude backup basic basis become behavior competitor's product competitors complaints conflict convictions customer feels customer wants customer's problem dealing desires discussion dominant emotions enthusiasm established accounts experience facade strategist facadist facts favorable feedback gain Grid style high concern important initial interest keep kind listening maintain motivation needs analysis negative objections participation and involvement person positive possible problem-solving product knowledge product or service prospect Psychiatry purchase decision questions reactions real needs reason relationship respond Rush Business Sales Grid sales interview sales orientation sales presentation sales results sales techniques sales volume salespeople salesper salesperson and customer salesperson seeks satisfied Scientific Methods SELF-MANAGEMENT selling situation solution sound purchase Source Field strategy tion tive tomer understanding valid York