Why People Buy

Esta es la portada del audiolibro Why People Buy

Escrito por

Greg Nanigian

Narrado por

Graham Rowat




3h 48m 08s

(0 calificaciones)

Learn the secret of what really drives sales—and how to give people what they need so they want to buy from you. Are you a salesperson who has been hearing too many "We'll think it overs", "Get back to mes", and "We'll let you knows"? If so, you're in good company. Author Greg Nanigian has interviewed thousands of chief executives, sales managers, and salespeople, and found that over ninety percent of them have exactly the same problem. Why? Because they've been taught to rely on an ineffective traditional selling process, one that includes features, benefits, and free consulting very early in the discussion. This means they present too soon and leave the customer in control of the relationship. As a result, they don't get beyond a superficial discussion of prospects' interests and problems. They also don't uncover the impact of those problems on prospects' companies or families, don't identify the impact on prospects personally, and don't establish prospects' level of commitment to fixing the problem. The bottom line: they never find out the prospects' true feelings—and feelings are where selling takes place.

Idioma: Inglés

Duración: 3h 48m 08s

Publicado por Gildan Audio