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Название: Consultative Closing: Simple Steps That Build Relationships and Win Even the Toughest Sale
Автор: Bennett G.
Traditionally strategies for closing sales have involved pressuring customers, countering their stalling tactics, and overcoming their objections — behaviors that run in direct opposition to the philosophy of the consultative salesperson. On the other hand, consultative salespeople, afraid of damaging the relationship they’ve nurtured by appearing too aggressive, hope the deal will close itself — something which rarely, if ever, happens. Consultative Closing provides the solution, breaking up the closing process into small, actionable steps that help the salesperson gain gradual buy-in and establish a long-term working relationship with his or her client.