Читать книгу How to Be More Successful Selling Capital Goods - Christian Korte - Страница 6

Content

Learning effects

Foreword

The Author

MINDSET

Internal Attitude

Expectations

Environment

SALES

Product

Technical data

33 Reasons 40

Handling Objection

10 Negative Consequences

Value Proposition

Solution sales process and CRM

Sales Funnel

Helping is the New Selling

Digitalization is Culture Shift

The Push-to-Pull Reversal

Generating Fans through Better Customer Experience

Inbound is Helping

Why Helping Helps

How Content Helps

What Advice Helps (…in Finding the Customer’s “gap”)

Likeability Always Helps

Helpful Selling

Planning for Success

Acquisition

MARKETING

Telemarketing

Generating Leads

SEO

SEA/PPC

E-Mail Campaigns

Internet

Service

Incoming Email or Call

Social Media

Partner

Tradeshow/Roadshow

Webinar

Target Customer Focus

Sales Partner (Agents)

Existing Customers

The Recommendation

Service as a Lead Generator

COMPLETION

Task

Needs Analysis/Finding a Solution

Presenting the Solution

Offer and Handling Objection

Offer

Conclusion/Negotiation

Discounts

Working Capital

Project won?

Project lost?

After the Order Comes the Claims Management

Benchmark

LEADERSHIP

Support and Encourage People

Achieve your Goals

Delegate and Control

Praise

Your Own Budget

Clearly Defined Job Description

Take Responsibility for Your Actions

Entrepreneurial Thinking

Gain Trust of Your Environment

Career & Development

Salary

Take Action

Definitions