Sales Therapy: Effective Selling for the Small Business Owner
November 2007, Capstone
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2 Selling Snow to the Eskimos.
3 Putting the Relationship First.
4 Deconstructing the Myth of Benefit Selling.
Part I: The buyer’s motivation.
Part II: Benefi ts don’t work.
5 Stop Using Benefits – Start Using Problem Maps™.
6 Why the USP Stops you Selling.
7 Your Emotional Selling Point and Giving Value.
8 Building Pipeline.
Part I: Managing the process.
Part II: Engaging your prospect.
9 Routes to Market.
10 Empowering your Buyer.
11 Understanding your Purchasers.
12 Asking Questions – the Diagnosis.
Part I: The doctor/patient relationship.
Part II: The fallacy of open and closed questions.
Part III: Clarity using Problem Maps™.
Part IV: Problems and solutions are not enough.
13 When It’s Time to Talk.
14 Objections and Concerns.
15 Traditionally It’s Called Closing.
16 Following Up – Continuing the Relationship.
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