Consultative closing [electronic resource] : simple steps that build relationships and win even the toughest sale / Greg Bennett.

By: Contributor(s): Material type: TextTextPublication details: New York : AMACOM, c2007.Description: ix, 242 pSubject(s): Genre/Form: DDC classification:
  • 658.85 22
LOC classification:
  • HF5438.25 .B448 2007eb
Online resources:
Contents:
Consultative salespeople often struggle with closing -- Creating mini-steps in the closing process -- How to create mini-steps in the closing process -- How to use mini-steps to close for action -- Embracing no as a sales culture -- Consultative closing by focusing on after the sale -- Consultative closing for managers (a short course) -- A 4-week plan for implementation and lasting success.
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Includes index.

Consultative salespeople often struggle with closing -- Creating mini-steps in the closing process -- How to create mini-steps in the closing process -- How to use mini-steps to close for action -- Embracing no as a sales culture -- Consultative closing by focusing on after the sale -- Consultative closing for managers (a short course) -- A 4-week plan for implementation and lasting success.

Electronic reproduction. Palo Alto, Calif. : ebrary, 2013. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.

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