January 2017
Beginner
480 pages
27h 32m
English
book
Selling Today: Partnering to Create Value, 14/e
by Gerald L. Manning, Michael Ahearne, Barry L. Reece
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Transitioning to the Presentation
As we note in Chapter 10, there is a need to make an effective transition from the approach to the need-discovery stage. There is the same need to transition from the need-discovery/product-selection stage to the need-satisfaction presentation stage. As noted earlier, if your customer buys immediately, you will transition to the close and conduct those activities associated with servicing the sale. Those activities will be discussed in Chapters 14 and 15. If you and your customer decide another supplier might better meet their needs, you might transition directly to servicing the sale to achieve a future sale or a referral.
If it is decided a need-satisfaction presentation is needed to communicate specific features ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
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