INDEX
Alternative close technique
Asking meaningful questions
Awareness of declining interest
Best interests of people, holding in mind
Biases, sales and sales coaching
Bottom-line versions of sales conversations
Brainstorming:
noticing buying cues
respecting time factors
Buying criteria, identifying
Buying cues:
brainstorming
engaging prospects in conversations
importance of recognizing
missing
motivating for next time
noticing
preparation for recognizing
sales coaching questions for
watching and listening for
Celine Effect
Choice, providing to clients
Client-focus:
being self-focused
in communications
of CRM
customizing needs
demonstrating
importance of
preparation for
questions for
sales coaching questions for
traditional sales approach compared to
watching and listening for
Close, going for, compared to helping with buying decisions
Coaching:
allocation of time spent in
baking cake compared to
benefits of
CRM setup for
explaining why of
leveraging CRM during
making sustainable
mistakes in
people, not numbers
as right and privilege
watching and listening for
Commitments, including in coaching
Communication:
client-focus in
follow-up, customizing
of product knowledge
stiff and scripted compared to well-prepared
Consistency and trust
Conversations:
engaging prospects in
focusing on in coaching
having profitable
CRM:
buy-in
client-focused
company strategy with
ease-of-use
end-user adaptation
implementation
inter-department collaboration with
leveraging during coaching
preparation ...
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