附註:Includes bibliographical references (pages 243-245) and index.
Position yourself for success -- Develop rapport and build relationships of trust and confidence -- Pre-call planning and preparation pays off -- Get your prospect involved early in order to close the sale later -- The most important part of the sales process is discovery -- Powerful presentations create credibility, confidence, and conviction -- Handling objections properly is usually the bridge to the close -- You must close the sale in order to go to the bank.
