Осы электрондық кітап туралы ақпарат
The must-read summary of Kevin Davis' book: "Getting Into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don’t Know".
This complete summary of the ideas from Kevin Davis' book "Getting Into Your Customer's Head" explains that most sales today are made through a four-stage buy-learning process: 1. Prospective customers become aware of a need for something 2. They study all the options available to meet that need, and the cost of each option 3. They make a buying decision and 4. They evaluate whether or not they are receiving value-for-money on an ongoing basis. To be most effective, the sales process requires the sales person to adopt different roles at different times, depending on which stage of the buy-learning process the person is at. The various sales roles provide suggested modes of action that will be appropriate for each of those given situations. Customer-focused selling requires sellers to go through an entire sequence of customer-focused selling roles: student, doctor, architect, coach, therapist, negotiator, teacher and farmer. Each of these distinctive roles are designed to match productive sales techniques with the buyer’s behavior and requirements throughout the overall sales sequence.
Added-value of this summary:
• Save time
• Understand key concepts
• Increase your business knowledge
To learn more, read "Getting Into Your Customer's Head" and discover a useful and practical guide for salespeople willing to succeed in today’s marketplace.
This complete summary of the ideas from Kevin Davis' book "Getting Into Your Customer's Head" explains that most sales today are made through a four-stage buy-learning process: 1. Prospective customers become aware of a need for something 2. They study all the options available to meet that need, and the cost of each option 3. They make a buying decision and 4. They evaluate whether or not they are receiving value-for-money on an ongoing basis. To be most effective, the sales process requires the sales person to adopt different roles at different times, depending on which stage of the buy-learning process the person is at. The various sales roles provide suggested modes of action that will be appropriate for each of those given situations. Customer-focused selling requires sellers to go through an entire sequence of customer-focused selling roles: student, doctor, architect, coach, therapist, negotiator, teacher and farmer. Each of these distinctive roles are designed to match productive sales techniques with the buyer’s behavior and requirements throughout the overall sales sequence.
Added-value of this summary:
• Save time
• Understand key concepts
• Increase your business knowledge
To learn more, read "Getting Into Your Customer's Head" and discover a useful and practical guide for salespeople willing to succeed in today’s marketplace.
Осы электрондық кітапты бағалаңыз.
Пікіріңізбен бөлісіңіз.
Ақпаратты оқу
Смартфондар мен планшеттер
Android және iPad/iPhone үшін Google Play Books қолданбасын орнатыңыз. Ол аккаунтпен автоматты түрде синхрондалады және қайда болсаңыз да, онлайн не офлайн режимде оқуға мүмкіндік береді.
Ноутбуктар мен компьютерлер
Google Play дүкенінде сатып алған аудиокітаптарды компьютердің браузерінде тыңдауыңызға болады.
eReader және басқа құрылғылар
Kobo eReader сияқты E-ink технологиясымен жұмыс істейтін құрылғылардан оқу үшін файлды жүктеп, оны құрылғыға жіберу керек. Қолдау көрсетілетін eReader құрылғысына файл жіберу үшін Анықтама орталығының нұсқауларын орындаңыз.
