导读荐语
从小你就知道诚实乃是最佳品德。遗憾的是,这一道德规范通常难以在混乱的商业世界里幸存下来。很多销售人员认为,坦诚事实将会妨碍其销售的成功。本书作者托德·卡波尼是一位获奖的销售领袖,他认为上述销售员们大错特错,并且用销售科学证明了这一点。通过研究(客户的)决策,他指出,坦诚相待会建立起一种信任关系,而这种信任关系会给成功的销售和后续的客户关系铺平道路。本书主要针对的是B2B销售人员,但是它对销售领域里的所有人都是有价值的。
浓缩书
关于作者
托德·卡波尼(Todd Caponi)是一位销售领袖,曾在芝加哥的PowerReviews公司担任了四年首席营收官。他还创立了梅隆销售有限责任公司,目前是一位主旨发言人、工作坊主导者和培训师。
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Communicate Effectively
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Lead Yourself
Leadership
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Management
Marketing
Master B2B Sales
Master Interpersonal Skills
Personal Growth
Sales
Shape Organizational Culture
Soft Skills
Strengthen Team Collaboration
Understand Economics
Workplace Skills
Understand Consumer Behavior
Build Prospect Rapport
Take Group Decisions
Deliver Exceptional Service
Convert Prospects
Retain Customers
Behavioral Economics
Foster Open Communication
Be Authentic
Communicate Value
Communicate Transparently
Identify Prospects' Needs
Dare to be Vulnerable
Close Sales Successfully
Present to Prospects
Manage Post-Sale Relationships
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