Title
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Relationship Selling: Building Trust to Sell Your Service
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Table of Contents:
1. Styles of Selling
2. Overcoming Resistance to Selling
3. Asking for What You're Worth
4. Setting Sales Goals
5. Understanding Why Your Clients Buy
6. How to Find Clients
7. Overcoming Phone-Phobia
8. Getting Ready for the Sales Call
9. Establishing Rapport in the Sales Call
10. Getting Information From Your Client
11. Talking About Your Service
12. Handling Your Buyer's Questions, Concerns, and Objections
13. Getting a "Yes"
14. Follow-Up, Follow-Up, Follow-Up
(2 Copies on File)
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WebSite
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This document is not available on the web
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Date de publication
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October 1994
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Format
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Book
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Author
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Johnston, Karen and Withers, Jean
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Keywords
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Marketing
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Library Locations
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Amherst, Digby-Clare, Halifax, Truro, Bridgewater
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