USING THE JOINT VENTURE APPROACH
Difference (pg 258)
Joint Venture Approach: (Asking, learning, exploring)-(searching for a fit) - (Customer-focused)
Traditional sales approach: (Showing, telling, explaining) - (Assuming a need) - (Product/service focused)
"Commitment means a time, a date, or a specific agenda"
"There is only one reason a person won't give commitment. It's because she perceives a personal lose in the acceptance of your solution - or, at a very least, does not see a win"
CHAPTER 15
DON'T CALL THEM OBJECTIONS
"When someone raises an objection, he's always giving you a signal that something underneath is troubling him" - That "something" is BASIC ISSUE
CHAPTER 16
PRE-CALL PLANNING AND REHEARSAL
No comments:
Post a Comment