| What's Keeping Your Customers Up at Night?: Close More Deals by Selling to Your Client's Pain Contributor(s): Cody, Steven (Author) |
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ISBN: 0071411038 ISBN-13: 9780071411035 Publisher: McGraw-Hill Companies OUR PRICE: $20.90 Product Type: Paperback - Other Formats Published: February 2003 Annotation: "The Dr.'s of pain have provided a prescription for those who are looking for a cure to their sales ills."--Jerry Kaplan, President, Magazine Group, Meredith Corporation Powerful, provocative, and proven techniques that send your sales figures soaring Want to open doors and win accounts that seemed beyond your reach in the past? "What's Keeping Your Customers Up at Night?" shows sales reps and executives how to leverage proven public relations techniques to close more deals, increase repeat business, and prosper in good times and bad. It also provides the keys to deepening relationships, up-selling customers, and keeping sales figures up in uncertain times. Following a foolproof, four-step approach, you'll learn how to: Uncover the pain using combined PR audit and sales assessment strategies Enhance the pain using PR-type case studies and sales war stories Sell against the pain through pain-based questioning and message point development Heal the wound by empowering the prospect to move forward with you |
| Additional Information |
| BISAC Categories: - Business & Economics | Customer Relations - Business & Economics | Sales & Selling - General - Business & Economics | Advertising & Promotion |
| Dewey: 658.812 |
| LCCN: 2002154748 |
| Physical Information: 0.48" H x 5.98" W x 9.09" (0.63 lbs) 192 pages |
| Descriptions, Reviews, Etc. |
| Publisher Description: Combines public relations strategies with consultative sales techniques in a strategic framework. This book teaches salespeople to uncover a client's deepest concerns and to position their products or services in light of those concerns, using message points and other traditional PR tactics to help them successfully sell to the customer's pain. |