附註:Includes bibliographical references (pages 231-232) and index.
I.A new relationship-based, solution-focused sales approach. The buyer taught me how to sell -- Bringing your values to work -- The principles of buying facilitation -- Comparing the past, present, and future of sales -- The seller as servant -- II. The components of buying facilitation. The factors in the buying decision process -- How people buy -- Creating a relationship of trust and collaboration -- Supporting the process of discovery -- Formulating the right questions -- Listening skills -- III. Being a buying facilitator. Using buying facilitation: putting the skills together -- Strengthening customer service through buying facilitation -- Case comparisons: buying facilitation, traditional sales, and consultative sales -- Managing salespeople in a buying facilitation environment -- Buying facilitation in action: on-the-phone, face-to-face, and across sales contexts -- Reinventing business by reinventing sales.
摘要:Filled with in-depth examples of Buying Facilitation in action, Selling with Integrity details a practical questioning and listening process which facilitates buyers in understanding their complex buying environments.
