B2B Selling Skills

Outsmarting Your Competitors

Beoordelingen:
( 10 )
42 pages
Taal:
 en
How effective conduct of face to face sales meetings can maximise their effectiveness and enhance sales results in business to business selling.
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Over de auteur

PATRICK FORSYTH runs Touchstone Training & Consultancy, an independent firm based in the U.K. specialising in marketing consultancy, research and training on marketing issues, sales and communication and management skills. 

He is a consultant of many y

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Beoordelingen

  1. Introduction: A Key Personal Skill 
  2. Selling In Context
  3. Face To Face: The Shape Of A Sales Meeting 
  4. Follow Up 
  5. Summary 

A review of how effective conduct of face to face sales meetings can maximise their effectiveness and enhance sales results in business to business selling. The content reviews how to:

1. Prepare for success
2. Handle a structured interview to best effect: opening strongly, making a persuasive case, handling objections and leading on to a successful close
3. Hold and develop business for the future.

The book helped me in realizing my shortcomings and the skills I was lacking to outsmart my competitors.