Buch, Englisch, 150 Seiten, Paperback, Format (B × H): 152 mm x 229 mm, Gewicht: 228 g
Establishing Value and Convincing Your Customers of It
Buch, Englisch, 150 Seiten, Paperback, Format (B × H): 152 mm x 229 mm, Gewicht: 228 g
ISBN: 978-1-63742-090-4
Verlag: Business Expert Press
Sales are the life blood of business. Customers buy when they think a supplier has the right answers, the right products, the right people and the right skills, and this depends entirely on their ability to persuade them. Being persuasive is not a matter of chance. Customers are persuaded when they believe in you, which is determined by whether your pitch is compelling and how good you are at establishing and communicating your value in written proposals, at meetings and at presentations.This book is perfect for everyone involved in sales or business development who wants to become a better and more persuasive communicator. It is a practical guide to explain customers' goals and motivations, how to identify the most relevant and important issues to talk about, how to take control of every pitch situation, and how to plan and then deliver proposals and presentations that will persuade your customers to buy from you.The book is based on training courses run by the author that have been attended by hundreds of businesses over the years. It contains real world case studies and personal insights about pitching that explain how to prepare for every step in the sales process and provides tools that will enable you to apply this knowledge immediately to your business. As well as enhancing skills to deliver pitches and presentations, it also explains how to transfer face-to-face skills to the current work environment, where video conferencing has become the new normal.
Autoren/Hrsg.
Fachgebiete
- Geisteswissenschaften Philosophie Angewandte Ethik & Soziale Verantwortung Wirtschaftsethik, Unternehmensethik
- Wirtschaftswissenschaften Betriebswirtschaft Unternehmensorganisation, Corporate Responsibility Unternehmensethik
- Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
- Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
- Wirtschaftswissenschaften Betriebswirtschaft Management Unternehmensführung
