Art sales

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Uploaded: 31.05.2008
Content: kak.rar (867,9 kB)

Description

Chapter 1. Gathering information about the client
Non-verbal communication in the Sales Manager
The components of non-verbal communication
Mirroring - affective reception of the transaction process management
Why listen to the customer the seller? What is interesting, he can tell?
The techniques of active listening
How to ask questions?
Chapter 2. Product presentation
Appeal to the benefit of the customer - the universal acceptance of persuasion
Reformulating properties of the product in the customer benefits
Persuasive speech
The method of "keywords"
Basic methods of presentation
Receiving an "emotional"
Reception "talking hands"
Using specific facts and figures
The use of professional terms
Visibility
Reception "included in the action"
The use of metaphors
Reception "picture of the future"
Using the well-known names
Admission comparison
Receiving "the issue in the monologue"
The method of "Socratic questions"
Reception "Praise"
Working with a group of customers
Chapter 3. Working with the customer doubts and completion of the transaction
Eight rules of the doubts of the client
Completion of the transaction
Summarizing. Reception "7 pluses and minus 2"
Reduction of the decision to the formalities
Alternative question
Chapter 4. Working with a client conflict
Ineffective methods of responding to criticism
Receptions effective response to criticism
How to cope with his own annoyance?
Chapter 5. Types of clients
Thinking Type
Feeling Type
The decisive type
Perceiving type
Chapter 6. Working with corporate clients
Economic indicators
Goals and objectives of the client. The current situation of the client
The corporate culture of the client
The decision making process on this issue
Offers competitors
Chapter 7. How to increase self-confidence
Attitude to work
To themselves and customers
The ratio of body
Addicted To Me

Additional information

Russian language
format
186s.
Peter 2008
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