Know yourself, know your customer : the success insights method for superior sales competency / John A. Butler and Frank M. Scheelen.
By: Butler, John.
Contributor(s): Scheelen, Frank M.
Material type: BookPublisher: Cork : Oak Tree Press, 2002Description: 274 p. : ill. ; 24 cm.ISBN: 1860762395.Subject(s): SellingDDC classification: 658.85Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds |
---|---|---|---|---|---|---|---|
General Lending | MTU Bishopstown Library Lending | 658.85 (Browse shelf(Opens below)) | 1 | Available | 00090148 |
Includes index.
Part 1: What is your optimum selling style? -- Recognise where your strengths lie -- The success insights system -- What style are you? -- How does your customer see you? -- How do you sell to your customers? -- What style is your customer? -- How to become a top salesperson -- Part 2: Selling competently and convincingly -- How to recognise your customer's style -- Preparing for sales meetings with prospects and customers -- Be competent and self-confident - Dealing with red customers -- Be open and expressive - Dealing with yellow customers -- Winning trust - Dealing with green customers -- Have all the detail - Dealing with blue customers -- When customers are under stress: How to react -- How to handle natural objections -- Selling over the telephone -- Selling at trade fairs -- Build the ideal sales team.