The most successful football teams rely on a playbook, and plays
can be simple or complicated. You can run the ball between the
tackle and the guard or straight up the middle-or you can try a
flea flicker or double reverse. Some of the best coaches script
their first ten or twenty plays to include a mix of simple and
complicated plays. Sales involves similar steps, but you must
master a series of processes within the framework of relating,
reasoning, and resolving to get results-a formula created by
veteran sales and marketing professional Russell M. Rush. In this
guide to improving performance at the point of the sale, you'll
learn how to resolve unspoken objections and reduce concerns about
the risks in buying. You'll also learn that everything boils down
to answering three questions: - Did you relate with the prospect? -
Did you reason with the prospect? - Did you resolve all the issues
that were important to the prospect?
General
Imprint: |
Lulu Publishing Services
|
Country of origin: |
United States |
Release date: |
April 2017 |
Authors: |
Russell M Rush
|
Dimensions: |
229 x 152 x 11mm (L x W x T) |
Format: |
Paperback - Trade
|
Pages: |
194 |
ISBN-13: |
978-1-4834-6557-9 |
Categories: |
Books >
Business & Economics >
Business & management >
General
|
LSN: |
1-4834-6557-8 |
Barcode: |
9781483465579 |
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