Description: Smart Selling: The Consultative Approach By Peter McCloy 1993 Paperback Business Pre-Owned - Some yellowing/marking/staining of pages - Cover/corner/page Damage - Please check the photos as these form part of the description. Some pencil Marking on pages. This best selling sales manual was first published in 1993, and used by many Australian and multinational companies as a basis of their sales training. Its message is increasingly relevant in today’s highly competitive market.Smart Selling shows that customers value business relationships, and how a salesperson can become a professional consultant to their customers.It moves away from the traditional selling approach that focuses on overcoming objections and ways to close a sale - that is, the manipulative or coercive approach. It focuses on the consultative approach, whereby if the proper groundwork has been done for the sale, objections simply become obstacles that can be negotiated, and closing the sale is done primarily by the customer, not the sales representative.You will learn the following skills:How to save time by qualifying your prospective customers, both before and during the sale.How to be sure that you cover all the bases that need to be covered in a sale.How to find out what your customer really needs, and how to make them want what they need.How to ask questions that empower the customer to tell you what you need to know.How to overcome objections by not creating them in the first place.How to present your case powerfully in a proposal.How to ask questions that convince your customers of the need to take action.How to form successful and continuing relationships with your customers.How to be yourself 100% and still be a successful salesperson. Hi, welcome to my Preloved Bookstore - Sweet Pea Stories. Thank you for supporting my small business. It is truly appreciated. All books in my store will be posted in a Satchel with padding through Australia Post within 1 business days of cleared payment. Please check the photos for any imperfections that I have found as they form part of the description. Please note I try to photo any imperfections I find, but some may slip through. Feel free to message me if you have any questions. I am more than happy to help. Thanks for stopping by.....
Price: 23.99 AUD
Location: Highfields, QLD
End Time: 2024-12-21T01:20:50.000Z
Shipping Cost: 14.52 AUD
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Item Specifics
Return shipping will be paid by: Seller
Returns Accepted: Returns Accepted
Item must be returned within: 30 Days
Personalised: No
Book Title: Smart Seliing: The Consultative Approach
Signed: No
Ex Libris: No
Book Series: .
Narrative Type: Non-Fiction
Original Language: English
Publisher: Business & Professional Publishing
Item Length: 15cm
Inscribed: No
Intended Audience: Adults
Edition: unknown
Vintage: No
Publication Year: 1993
Type: Novel
Format: Paperback
Language: English
Item Height: 22.5cm
Author: Peter McCloy
Features: .
Genre: Business, Economics & Industry
Topic: Books, Business Analysis, Business Ethics, Small Business
Country/Region of Manufacture: Australia
Item Weight: 245g
