"So,tell me about Action Selling,"Matt said."It starts with Commitment Objectives?""All right,"Joe began,"first you tell me if this sounds familiar:You've made an initial appoint..."So,tell me about Action Selling,"Matt said."It starts with Commitment Objectives?""All right,"Joe began,"first you tell me if this sounds familiar:You've made an initial appointment with a great prospect-call him Mr.Wright.You're heard his company has had some problems with its current vendor,and you figure they're ready to make a change.You're pumped.展开更多
Action Selling,Joe explained,is a process that follows the same sequence by which the buyer ultimately decides to do business with you.This allows customers to make com- mitments in a manner that is most natural and c...Action Selling,Joe explained,is a process that follows the same sequence by which the buyer ultimately decides to do business with you.This allows customers to make com- mitments in a manner that is most natural and comfortable for them,thereby increasing the salesperson's effectiveness. Here is how Joe described the progression:展开更多
文摘"So,tell me about Action Selling,"Matt said."It starts with Commitment Objectives?""All right,"Joe began,"first you tell me if this sounds familiar:You've made an initial appointment with a great prospect-call him Mr.Wright.You're heard his company has had some problems with its current vendor,and you figure they're ready to make a change.You're pumped.
文摘Action Selling,Joe explained,is a process that follows the same sequence by which the buyer ultimately decides to do business with you.This allows customers to make com- mitments in a manner that is most natural and comfortable for them,thereby increasing the salesperson's effectiveness. Here is how Joe described the progression:
