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· 분류 : 외국도서 > 경제경영 > 금융/재정 > 일반
· ISBN : 9781576601495
· 쪽수 : 203쪽
· 출판일 : 2004-04-01
목차
Preface.
Introduction.
Key 1 Take control of the sale.
Key 2 Focus on clients, not compensation.
Key 3 Position with mission.
Key 4 Go long and deep.
Key 5 You've got to believe.
Key 6 Don't be afraid to walk away: Jim's epiphany.
Key 7 Give them something to say "yes" to.
Key 8 Develop a marketing rhythm.
Key 9 Follow the 60-20-20 rule.
Key 10 Automate your sales process.
Key 11 Open the Johari window.
Key 12 Market yourself as the expert.
Key 13 Generate new business with existing clients.
Key 14 Master the art of communication.
Key 15 Demand objections.
Key 16 Always be closing.
Key 17 Be your own sales manager.
Key 18 Cultivate your referrals.
Key 19 Create your compelling vision.
Key 20 Close more sales with scripting.
Key 21 Make them love you.
Key 22 Energize your success.
Resources.
