Name: building results (en Inglés)
SKU: 19357708
Price: 522.18 MXN
Availability: InStock
Author: Hafer, Robert
ISBN: 9780978658700

Formato

Libro Físico

Autor

Robert Hafer

Editorial

Upper Canyon Road Publishing House

Año

2006

Idioma

Inglés

N° páginas

240

Encuadernación

Tapa Blanda

Dimensiones

23.5x19.1x1.3 cm

Peso

0.42 kg.

ISBN

0978658701

ISBN13

9780978658700

Categorías

Ventas y marketing

building results (en Inglés)

Robert Hafer (Autor) · Upper Canyon Road Publishing House · Tapa Blanda

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Reseña del libro "building results (en Inglés)"

Building Results is more than a title it is a way of thinking. And it is a salesperson's thinking that Building Results is intended to influence. Since new home sales training began salespeople have been taught to do things to customers when in reality what customers want are things done for them. Salespeople have been taught it is okay to probe into a customer's personal life in the name of qualifying. Then when the salesperson feels resistance it is interpreted as a lack of interest when in truth the customer is simply communicating the need to look, understand and access feelings before answering questions. Building Results teaches salespeople how to recognize a customer's buying process and then it provides' strategies to sell to people the way they want to buy. When salespeople are willing to think differently and are willing to do what other salespeple are not willing to do the outcome is guaranteed ... new home selling success.