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- https://biz.libretexts.org/Bookshelves/Marketing/The_Power_of_Selling/01%3A_The_Power_to_Get_What_You_Want_in_Life
- https://biz.libretexts.org/Bookshelves/Marketing/The_Power_of_Selling/11%3A_Handling_Objections_-_The_Power_of_Learning_from_Opportunities
- https://biz.libretexts.org/Bookshelves/Marketing/The_Power_of_Selling/07%3A_Prospecting_and_Qualifying_-_The_Power_to_Identify_Your_Customers/7.04%3A_Go_Fish_-_Resources_to_Help_You_Find_Your_ProspectsIs it all right for me to try calling again then?” If she agrees, go a step further and ask something like this: “In the meantime, would it be OK if I sent you occasional updates by e-mail to let you ...Is it all right for me to try calling again then?” If she agrees, go a step further and ask something like this: “In the meantime, would it be OK if I sent you occasional updates by e-mail to let you know about new developments and promotions with our product?” This enables you to periodically follow up so that you maintain a connection with your lead.Keith Rosen, “Keep the Lines of Communication with Your Prospects Open,” AllBusiness, www.AllBusiness.com/sales/sales-management/4001387-1.html (…
- https://biz.libretexts.org/Bookshelves/Marketing/The_Power_of_Selling/06%3A_Why_and_How_People_Buy-_The_Power_of_Understanding_the_Customer/6.02%3A_Buying_101In the case of the e-mail and social networking technology purchase, depending on the company, the decision maker might be the CEO, the head of the marketing department, or even a committee of people ...In the case of the e-mail and social networking technology purchase, depending on the company, the decision maker might be the CEO, the head of the marketing department, or even a committee of people from marketing, IT, and customer service.
- https://biz.libretexts.org/Bookshelves/Marketing/The_Power_of_Selling/06%3A_Why_and_How_People_Buy-_The_Power_of_Understanding_the_Customer/6.03%3A_How_the_Buying_Process_WorksSome consumer products such as virus protection, security systems, or insurance, appeal to the emotion of fear; consumers balance the assurance of owning it with the pain of acquiring it. (Let’s face ...Some consumer products such as virus protection, security systems, or insurance, appeal to the emotion of fear; consumers balance the assurance of owning it with the pain of acquiring it. (Let’s face it: It’s more fun to buy a new PC than to buy virus protection.) However, in the B2B buying process, the buyer is not the person who experiences the benefits of the product or service she purchased.“Beyond the B2B Buying Funnel: Exciting New Research About How Companies Make Complex Purchases,” Mar…
- https://biz.libretexts.org/Bookshelves/Marketing/The_Power_of_Selling/09%3A_The_Approach-_The_Power_of_Connecting/9.05%3A_Overcoming_Barriers_to_SuccessIf you do this, you won’t need to get past the gatekeeper; he can often tell you everything you need to know—the name of the right person to talk to or the best time to contact your prospect—or even s...If you do this, you won’t need to get past the gatekeeper; he can often tell you everything you need to know—the name of the right person to talk to or the best time to contact your prospect—or even schedule a meeting for you before you ever interact with your prospect.
- https://biz.libretexts.org/Bookshelves/Marketing/The_Power_of_Selling/13%3A_Follow-Up_-_The_Power_of_Providing_Service_That_Sells/13.03%3A_Customer_Satisfaction_Isnt_EnoughMany companies have found that Net Promoter Score (NPS) is the ideal customer feedback tool because it is simple, keeps the customer at the forefront, allows frontline employees to act, thereby closin...Many companies have found that Net Promoter Score (NPS) is the ideal customer feedback tool because it is simple, keeps the customer at the forefront, allows frontline employees to act, thereby closing the customer feedback loop.Rob Markey, Fred Reichheld, and Andreas Dullweber, “Closing the Customer Feedback Loop,” Harvard Business Review, hbr.harvardbusiness.org/2009/12/closing-the-customer-feedback-loop/ar/pr (accessed November 23, 2009).
- https://biz.libretexts.org/Bookshelves/Marketing/The_Power_of_Selling/04%3A_Business_Ethics_-_The_Power_of_Doing_the_Right_Thing/4.05%3A_Review_and_PracticeThe holidays are coming, and one of your best customers, the owner of an independent jewelry store, has sent you an expensive gift in appreciation for all that you have done to help her increase her b...The holidays are coming, and one of your best customers, the owner of an independent jewelry store, has sent you an expensive gift in appreciation for all that you have done to help her increase her business over the past year. A conflict of interest is “a situation in which a person, such as a public official, an employee, or a professional, has a private or personal interest sufficient to appear to influence the objective exercise of his or her official duties.”
- https://biz.libretexts.org/Bookshelves/Marketing/The_Power_of_Selling/15%3A_Entrepreneurial_Selling-_The_Power_of_Running_Your_Own_Business/15.05%3A_Review_and_PracticeYou understand that entrepreneurs have a dream and are willing to take the risk to change the way things are done and the way people think. The following are two roles that are involved in the same se...You understand that entrepreneurs have a dream and are willing to take the risk to change the way things are done and the way people think. The following are two roles that are involved in the same selling situation; one role is that of the investor and the other is that of the entrepreneur. This will give you the opportunity to think about this selling situation from the point of view of both the investor and the entrepreneur.
- https://biz.libretexts.org/Bookshelves/Marketing/The_Power_of_Selling/05%3A_The_Power_of_Effective_Communication/5.05%3A_Review_and_PracticeThe following are two roles that are involved in the same selling situation—one role is the customer, and the other is the salesperson. The key selling point in his mind, he mentions to you, is the fa...The following are two roles that are involved in the same selling situation—one role is the customer, and the other is the salesperson. The key selling point in his mind, he mentions to you, is the fact that the system carries a money-back guarantee so that if anything happens, the company will be protected. If that is the case, you should mention it before the meeting starts, put your cell phone on vibrate, and step out of the meeting to take the call.
- https://biz.libretexts.org/Bookshelves/Marketing/The_Power_of_Selling/11%3A_Handling_Objections_-_The_Power_of_Learning_from_Opportunities/11.05%3A_Review_and_PracticeHowever, the price you received in the proposal is still too high considering the fact that you would be booking five hundred rooms for three nights and three meals per day plus snacks, not to mention...However, the price you received in the proposal is still too high considering the fact that you would be booking five hundred rooms for three nights and three meals per day plus snacks, not to mention the additional business the lounge will realize from your attendees.
