CONTAGIOUS SELLING

Erscheinungsjahr 2012
ISBN: 978-0-07-179695-8
Verlag: McGraw-Hill

Buch, Englisch, 224 Seiten, Format (B × H): 127 mm x 203 mm, Gewicht: 248 g

The breakthrough selling method that converts leadsinto customers, customers into repeat customers, andrepeat customers into lifelong relationshipsSalespeople too often approach selling as a transaction instead of a relationship--going in with the intention to sell rather than to build a relationship. Use the lessons in Contagious Selling to put relationships first--and sales will inevitably follow.Contagious Selling provides the tools for captivating even the toughest customers and then cultivating genuine relationships through the power of being contagious. A leading expert on persuading and motivating others, David Rich presents his powerful new method for attracting, connecting with, and maintaining buyers. Inside, he teaches you how to - Get prospects to feel as if they've known you their whole lives - Use voice modulation and body language to instantly connect with anybody - Sell yourself without sounding self-serving - Manage the transition from captivation to cultivation - Make your customers "competition proof"

Autoren/Hrsg.

Rich

Rich, David

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Kundenbeziehungsmanagement, Kundenpflege

Inhaltsverzeichnis

Introduction
CHAPTER 1: It’s a Whole New Ballgame
CHAPTER 2: The Essential Five Dynamics of Romancenomics
CHAPTER 3: Taking the Cold Out of Cold Calling
CHAPTER 4: The Art & Science of Being Contagious
CHAPTER 5: It’s Not What You Say or Do; It’s Who You Are
CHAPTER 6: Making a Contagious Presentation
CHAPTER 7: What’s All the Fuss About Price?!
CHAPTER 8: From Captivation to Cultivation
CHAPTER 9: Cultivating Through Crisis
CHAPTER 10: The Sore-Thumb Principle
A Final Thought or Two…
Index
About the Author

Über Autor(innen)

Rich, David
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

DAVID A. RICH has spent 25 years teaching people and companies how to be "contagious." He has presented to well over one million people and is the author of How to Click with Everyone Every Time! www.contagiousselling.com