Investigative Selling
Published on 25. September 2013
240 pages
978-0-7570-5285-9 (ISBN)
Description
Within each super salesperson is an expert detective as skilled as Sherlock Holmes. Now, Omar Periu, nationally renowned "high energy" sales trainer, provides readers with the secrets of becoming a top sales professional through investigative selling techniques. The author not only details vital skills, but also explains the most effective way to apply these proven techniques to a range of sales activities, from prospecting to presenting to closing.
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Other editions
Additional editions
Book
09/2006
Square One Publishers
€15.50
Shipment within 10-20 days
Person
Omar Periu came to the United States at age seven after fleeing Cuba with his family. By age thirtyone, he owned a chain of profitable health clubs and sports medicine facilities. Now, he is a popular lecturer and workshop leader.
Content
- Intro
- Title
- Copyright
- Contents
- Acknowledgments
- Why You Need to Read This Book
- Helpful Icons
- Foreword by Tom Hopkins
- Introduction
- Investigative Principle 1: Become an Investigator-Ask Questions
- Investigative Principle 2: Get Into Character
- Investigative Principle 3: Develop the Investigative Instinct-Listen and Observe
- Investigative Principle 4: Strategic Questioning Techniques Help You Discover Specific Answers
- Investigative Principle 5: Investigative Selling Is a Numbers Game
- Investigative Principle 6: Make the Investigator's Connection-Develop and Build Rapport
- Investigative Principle 7: Develop the Qualifying Instinct
- Investigative Principle 8: Investigative Salespeople Make Powerful Presenters
- Investigative Principle 9: Objections Are the Customers' Last Line of Defense
- Investigative Principle 10: Stay Customer Focused and Close the Case
- Investigative Principle 11: Be a Twenty-First-Century Salesperson
- Investigative Principle 12: Maintain a Positive Attitude and High-Energy Enthusiasm
- Glossary
- About the Author
- Index
