Tim Dunne, Tim Hurson's Never Be Closing: How to Sell Better Without Screwing Your PDF

By Tim Dunne, Tim Hurson

ISBN-10: 0698151712

ISBN-13: 9780698151710

Speaker and advisor Tim Hurson provides 12 suggestions that profit either the vendor and the client

Never Be last expands at the rules of Tim Hurson's first e-book, imagine larger, to coach salespeople how one can enhance their method and promote something to somebody utilizing an easy, repeatable framework.

This isn't a ebook jam-packed with mundane strategies for cold-calling or thoughts for final a deal. this can be a problem-solving process that's more advantageous for either the vendor and the buyer. promoting larger isn't only a one time factor; it's how to develop into a extra worthy long term partner.

With their "Productive promoting Model," Hurson and Dunne supply enterprise humans a suite of 15 instruments to tug aside their present recommendations, examine them, and re-assemble them in a dynamic means. The authors comprise useful recommendation combined with necessary anecdotes to construct together effective relationships among vendor and patron, including:
- The Rashomon impact, which teaches readers the way to bridge the space among varied perspectives.
- The Hitchcock approach, which deals readers suggestions on constructing a script approximately themselves, their corporation, and their products.
- The revenues dialog, a 3 step constitution to discover the client's wishes, determine credibility, and bring price.

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Additional resources for Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself

Example text

4 Die Verkäufer Die letzte notwendige Gruppe von Menschen für eine soziale Epidemie sind die Verkäufer. Verkäufer besitzen die Fähigkeit in einer Gesellschaft andere Leute von etwas zu überzeugen, wenn diese noch nicht ganz von einer Sache überzeugt sind. Dabei ist der Fokus nicht darauf gelegt, Leistungen eines Unternehmens zu verkaufen. 120 Im weiteren Verlauf wird der genaue kommunikative Rahmen herausgearbeitet, in welcher eine virale Kampagne abläuft. Dabei wird auf die Aspekte der Meinungsbildung in einer Gesellschaft sowie den allgemeinen Kommunikationsfluss im sozialen Netzwerk näher eingegangen.

2007. demnach mit Microsites150 erreicht werden. 151 Abbildung 14: Verschiedene Kampagnengüter (bzw. 2007. 152 Um das Kampagnengut einer Kampagne bekannt zu machen, kann ein Seeding über die Massenmedien erfolgen. Dies würde mit hoher Wahrscheinlichkeit jedoch einen hohen Streuverlust nach sich ziehen. Aus diesem Grunde schlagen einige Autoren, darunter auch Michaela Klinger vor, bestimmte Personen wie Meinungsführer, Vermittler etc.

145 Ekel trat nur einmal in einer der 9 Kampagnen in Erscheinung. Die Integration eignet sich für Marken, die einen rebellischen Charakter aufweisen und junge männliche Konsumenten als Zielgruppe anvisieren. Die Studie ergab, dass das Geschlecht einen Einfluss auf das Weiterleitungsverhalten eines einzelnen Konsumenten hat, wenn eine Kampagne ekelhafte Bestandteile beinhaltet. So leiten 63% der männlichen Vertreter wahrscheinlicher ein solches Kampagnengut weiter. Bei den weiblichen Vertreterinnen hingegen sind es nur 37%.

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Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself by Tim Dunne, Tim Hurson

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