What's keeping your customers up at night? : close more deals by selling to your client's pain
by
Cody, Steven.
Title
:
What's keeping your customers up at night? : close more deals by selling to your client's pain
Author
:
Cody, Steven.
ISBN
:
9780071411035
Personal Author
:
Cody, Steven.
Publication Information
:
New York : McGraw-Hill, c2003.
Physical Description
:
xviii, 171 p. : ill. ; 23 cm.
Contents
:
1. Uncovering the Pain (Opening the Wound) -- 2. Enhancing the Pain (Pouring Salt on the Wound) -- 3. Selling Against the Pain (Applying Salve to the Wound) -- 4. Getting the Commitment (Healing the Wound) -- 5. Using Persistence and Imagination to Close More Deals -- 6. Becoming the Pain Doctor.
Abstract
:
"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 positive in uncertain times."--BOOK JACKET.
Subject Term
:
Customer relations.
Public relations.
Selling.
Added Author
:
Harte, Richard.
Electronic Access
:
| Library | Material Type | Item Barcode | Shelf Number | Copy |
|---|
| IIEMSA | General Books | 33168015741073 | 658.81202373 C671W 2003 | 1 |