What's keeping your customers up at night? : close more deals by selling to your client's pain

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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:

Added Author:

Electronic Access:

Publisher description http://www.loc.gov/catdir/description/mh031/2002154748.html
Publisher description http://www.loc.gov/catdir/description/mh031/2002154748.html.
Contributor biographical information http://www.loc.gov/catdir/bios/mh042/2002154748.html

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... 1:IIEMSA	1:GEN-BOOK	33168015741073	658.81202373 C671W 2003	1	Searching... Unknown

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Summary

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.