SERVE YOUR CUSTOMER, NURTURE THE ECOSYSTEM, AND SURPASS YOUR SALES TARGETS
THE HEART OF THE CLOSE captures not just the nuts and bolts of closing a sale, but the heart of the matter. In a world where competition is fierce and buyers are better informed than ever before, the way we sell must change.
It clarifies that by focusing on a more holistic approach to sales, we can achieve so much more than just "closing a deal." It is also about being ethical in approach, conscientious in analysis and creative in providing value-creating solutions.
In this book you will learn how to:
-Master and motivate your state and attitude to sell well.
-Analyse customer needs in depth and ethically.
-Ask powerful questions such that solutions surface naturally
-Offer irrefutable solutions and receive lesser objections.
-Deliver such that transactions turn to long-term relationships
In addition, the book offers an Appreciative Inquiry inspired framework for Coaching for sales executives.
"Raju's book raises the importance of ecology and ethics, adding fresh color to enlightened management practice. It is an ultimate reading for the whole fraternity!"
Raghu Kochar, Executive Vice President, Corporate Communications, Fortis Healthcare Ltd.
...
SERVE YOUR CUSTOMER, NURTURE THE ECOSYSTEM, AND SURPASS YOUR SALES TARGETS
THE HEART OF THE CLOSE captures not just the nuts and bolts of closing a sale, but the heart of the matter. In a world where competition is fierce and buyers are better informed than ever before, the way we sell must change.
It clarifies that by focusing on a more holistic approach to sales, we can achieve so much more than just "closing a deal." It is also about being ethical in approach, conscientious in analysis and creative in providing value-creating solutions.
In this book you will learn how to:
-Master and motivate your state and attitude to sell well.
-Analyse customer needs in depth and ethically.
-Ask powerful questions such that solutions surface naturally
-Offer irrefutable solutions and receive lesser objections.
-Deliver such that transactions turn to long-term relationships
In addition, the book offers an Appreciative Inquiry inspired framework for Coaching for sales executives.
"Raju#s book raises the importance of ecology and ethics, adding fresh color to enlightened management practice. It is an ultimate reading for the whole fraternity!"
Raghu Kochar, Executive Vice President, Corporate Communications, Fortis Healthcare Ltd.
| ISBN : | 9789386450111 |
|---|---|
| Publisher : | Embassy Books |
| Year Published : | 2017 |
| Pages Count : | 212 Pages |
| Edition Language : | English |
| Book Format : | Paperback |
