Order the Sales Sat Nav directly by SpringerGabler
This book shows media consultants the optimal sales process using a structured step-by-step guide: Using a sales navigator, it accompanies sellers from the media business through different roads and guides them from the start – the search for suitable customer potential – to the goal: closing the sale.The author points out all the construction sites and detours, such as objections or tactical price negotiations, but also shortcuts, such as recognizing early buying signals. After all, the sales process always follows a clear structure, and knowing this structure, practicing the appropriate techniques, and applying them again and again can lead to noticeably more sales.A compact and easy-to-read book, peppered with personal experience reports from sales and media professional Ricky McKenna, whose tips will help you achieve ambitious sales goals even in difficult economic times.
Table of contents
- Follow the course of the Road – The Preparation and Research Avenue
- Turn Right – Conversation starter with Pattern Interruption
- Follow the Course of the Road – The Needs Analysis
- Diversions – Objections, Pretexts and Their Treatment
- No Speed Limit – Opening the Appointment with Trust Building
- Only a few more Meters – The Presentation of the Offer
- Route Agreement – Have the Customer Confirm the Need
- Caution – Danger ahead – Techniques for Price Negotiation
- You have reached your Destination – Closing the Sale
- The Service Stage for Successful Implementation of Objectives
The Sales Sat Nav for Media Consultants
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