"If you ask for commitment and don’t get it,what you’ll get instead will be either a stall or an objection,"he said."Handling those has always been the toughest part of my job,"Matt admitted.&quo..."If you ask for commitment and don’t get it,what you’ll get instead will be either a stall or an objection,"he said."Handling those has always been the toughest part of my job,"Matt admitted."This is the point where every other sales system I know sort of kicks me outside the boundaries of the process and says,‘Here are some gimmicks to fall back on.’How does Action Selling want me to deal with stalls and objections?""To begin with,stop thinking of them as different names for the same thing,"Joe replied."Action Selling says that stalls and objections are two entirely different animals,and they call for A stall means the customer is not quite sold yet but has展开更多
"The beauty of the ’future event’ really struck home for me a few years ago when I was the customer who had made a major purchase,"Joe said."My wife and I went to buy a piano. She loves to play,and sh..."The beauty of the ’future event’ really struck home for me a few years ago when I was the customer who had made a major purchase,"Joe said."My wife and I went to buy a piano. She loves to play,and she’ s good.The showroom saleswoman did a great job,and we overcommitted.Instead of a baby grand, we bought a full concert grand piano.You know,the kind of monster you’ d see in Carnegie Hall."展开更多
Matt returned to the table with fresh coffees,Joe tore the top page from his notepad and handed it to him.Matt saw a few simple notes arranged in two"Let's start with what Action Selling says about the first ...Matt returned to the table with fresh coffees,Joe tore the top page from his notepad and handed it to him.Matt saw a few simple notes arranged in two"Let's start with what Action Selling says about the first decision you have to make:what to sell,"Joe said.He tapped his pen on the chart's right-hand column.展开更多
Action Selling,Joe explained,is a process that follows the same sequence by which the buyer ultimately decides to do business with you.This allows customers to make com- mitments in a manner that is most natural and c...Action Selling,Joe explained,is a process that follows the same sequence by which the buyer ultimately decides to do business with you.This allows customers to make com- mitments in a manner that is most natural and comfortable for them,thereby increasing the salesperson's effectiveness. Here is how Joe described the progression:展开更多
文摘"If you ask for commitment and don’t get it,what you’ll get instead will be either a stall or an objection,"he said."Handling those has always been the toughest part of my job,"Matt admitted."This is the point where every other sales system I know sort of kicks me outside the boundaries of the process and says,‘Here are some gimmicks to fall back on.’How does Action Selling want me to deal with stalls and objections?""To begin with,stop thinking of them as different names for the same thing,"Joe replied."Action Selling says that stalls and objections are two entirely different animals,and they call for A stall means the customer is not quite sold yet but has
文摘"The beauty of the ’future event’ really struck home for me a few years ago when I was the customer who had made a major purchase,"Joe said."My wife and I went to buy a piano. She loves to play,and she’ s good.The showroom saleswoman did a great job,and we overcommitted.Instead of a baby grand, we bought a full concert grand piano.You know,the kind of monster you’ d see in Carnegie Hall."
文摘Matt returned to the table with fresh coffees,Joe tore the top page from his notepad and handed it to him.Matt saw a few simple notes arranged in two"Let's start with what Action Selling says about the first decision you have to make:what to sell,"Joe said.He tapped his pen on the chart's right-hand column.
文摘Action Selling,Joe explained,is a process that follows the same sequence by which the buyer ultimately decides to do business with you.This allows customers to make com- mitments in a manner that is most natural and comfortable for them,thereby increasing the salesperson's effectiveness. Here is how Joe described the progression:
