销售狐狸
2002-12
吉林长白山
Holden, Jim
222
Jim Holden's Power Base Selling went far beyond thesimple art of persuasion and turned good sales-people into great ones. Now Holden introduces the next step in the salesperson's professional evolu-tion. Power Base Selling established the process for effectively engaging and defeating competition; The Selling Fox will show you how to fully execute that process. You'll not only fend off the competition;you'll de-install them from accounts, becoming the ultimate sales performer--the Selling Fox.
List of Figures and Tables IntroductionChapter 1 Closing Techniques Mastering the Basics The Close The Indirect Strategy：A Key Strategy tO Master Making the Customer Commitment Stick Closing Like a Selling Fox Selling Fox TalkTheFoxEthos Chapter 2 Closing Dynamics Mechanics of a Trial Close Close Condition Requirements The Fox EthosChapter3 Blocking and Trapping Blocking Trapping：the Competition Selling Fox Talk The Fox EthosChapter 4 Selling at the Edge Acknowledging the Possibility of Losing Loss Recovery Plans and Techniques Ranking Your Performance The Fox EthosChapter 5 Calling mgh Executive Relationship Principles Creating Balanced Value The Seven，Step Executive Calling Process The Selling Fox’S Perspective on Calling High The Fox EthosChapter 6 The King of Sales Strategy How You Sell ls Important Indirect Is King Real，Life Examples of the Indirect Strategy Indirect Wins for Selling Foxes The Fox EthosChapter 7 De-Installing a Competitor De—Installing a Competitor in a Major Account A Fox—Like Approach tO Loss Recovery The Fox EthosChapter 3 Qualifying Opportunities The Opportunity Evaluator Major Opportunity Evaluator Major Opportunity Evaluator Summary Short Cycle Opportunity Evaluator The Fox EthosChapter 9 Are You a Selling Fox? Expanding Your Self-Performance Rating AreYou aSellingFox? The Fox EthosChapter 10 Building Your Personal Business Development System The Missing System Design an Effective System Applying Planning tO Your System Assessing Your Personal Capacity Build Your Personal Business Development System The Mark of a Selling Fox The Selling Fox EthosAppendix: Portrait of a Selling Fox. Index. About the Author.
