Name: building results
SKU: 19357708
Price: 29.61 EUR
Availability: InStock
Author: Hafer, Robert
ISBN: 9780978658700

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Type

Physical Book

Author

Robert Hafer

Publisher

Upper Canyon Road Publishing House

Year

2006

Language

English

Pages

240

Format

Paperback

Dimensions

23.5x19.1x1.3 cm

Weight

0.42 kg.

ISBN

0978658701

ISBN13

9780978658700

Synopsis "building results"

Building Results is more than a title it is a way of thinking. And it is a salesperson's thinking that Building Results is intended to influence. Since new home sales training began salespeople have been taught to do things to customers when in reality what customers want are things done for them. Salespeople have been taught it is okay to probe into a customer's personal life in the name of qualifying. Then when the salesperson feels resistance it is interpreted as a lack of interest when in truth the customer is simply communicating the need to look, understand and access feelings before answering questions. Building Results teaches salespeople how to recognize a customer's buying process and then it provides' strategies to sell to people the way they want to buy. When salespeople are willing to think differently and are willing to do what other salespeple are not willing to do the outcome is guaranteed ... new home selling success.

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