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Changing the Sales Conversation: Connect, Collaborate, and Close
book

Changing the Sales Conversation: Connect, Collaborate, and Close

by Linda Richardson
December 2013
Intermediate to advanced content levelIntermediate to advanced
192 pages
3h 16m
English
McGraw-Hill
Content preview from Changing the Sales Conversation: Connect, Collaborate, and Close

 Contents

Foreword

Acknowledgments

1. Introduction

2. Futuring: Meta-Preparation

3. Heat-Mapping: Anticipating Client Needs

4. Value-Tracking: Shaping Solutions

5. Phasing: Controlling the Process

6. Linking: Connecting Emotionally

Opening into the Future

Appendix

Index

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Publisher Resources

ISBN: 9780071823654