Описание: This NEWBIE'S GUIDE TO SELLING-FACE-TO-FACE is a short, to-the-point handbook focusing on the need-to-know for people getting started in the what may seem intimating new process of finding prospects and making face-to-face sales calls.It's especially targeted to the needs of career-changers and people going off on their own, or looking for a new job or a new field--- such as consultants, free-agents, or independent contractors.The NEWBIE'S GUIDE TO SELLING-FACE-TO-FACE is drawn from the author's experience developing sales and sales management training for some of America's top corporate "sales universities."Among the TOPICS COVERED are these: --Starting questions for testing the viability of the product or service you will offer, and defining your core selling messages.--Finding your way to the person who has budget and authority to say yes to what you offer.--Getting past the Screen or Gatekeeper.--Telephone sales tips both with the Screen and Prospect.--Opening face-to-face sales calls.--Consultative selling: asking savvy questions to help the Prospect recognize whether needs exist for your product or service, as well as the value of buying it to fill those needs. --Linking the needs uncovered with the specific ways in which what you offer will fill those needs-- cost-effectively, and better than competing methods.--Dealing with the issue of price by focusing on value.--Being attuned to "buying signals," both verbal and non-verbal.--Converting questions and objections into additional reasons for buying.--Closing for the order or some other kind of "buying action." --Working with the customer after the sale, and other customer-care considerations.
