руководства

просто о бизнесе

This book is a dynamic textbook for B2B salespeople.You’ll learn and, if you wish, master the following: — selling without being pushy, asking the right questions; — managing negotiations; — identifying the client’s true needs; — addressing their problems and pain points; — overcoming objections like «it’s too expensive» and «we’re happy with everything» before they arise.Turn your sales into engaging research.Get many grateful clients.

личная эффективность

саморазвитие / личностный рост

о психологии популярно

SPIN В2В. How to sell at a high price to an unmotivated client

This book will revolutionize your perception of what you’ve come to call a presentation.You’ll shed the «marketing bubble.» You’ll love your product.You’ll see its value.Learn to demonstrate that your value is far greater than its price.This skill will allow you to sell expensive products and services without discounts or objections.You’ll also learn how to think structurally and create presentations that sell.

современная русская литература

русская драматургия

Selling Presentation В2В. How to make value greater than price

Who are you: a weakling, a discounter, a fighter, or a monetizer? Who is your client: a budget-conscious person, a comparison-seeker, a huckster, inexperienced, inattentive, stingy? What worries them most about your offer? To answer objections, you need to ask questions. For a person to change their mind, they must reformulate it themselves. In short, this is not an easy book. Most likely, you will have to reconsider your approach to sales. But the results will surprise and delight you.

Alexey Osipenko