Duct Tape Selling: Think Like a Marketer-Sell Like a by John Jantsch

By John Jantsch

Booklet Date: may well 15, 2014

Many of the parts that salespeople fight with nowadays have lengthy been the area of dealers, in keeping with bestselling writer John Jantsch. the conventional company version dictates that dealers personal the message whereas personal the relationships. yet now, Jantsch flips the standard revenues process on its head.

It’s not sufficient to view a salesperson’s task as final. Today’s superstars needs to allure, train, convert, serve, and degree whereas constructing a private model that stands for belief and expertise.

In Duct Tape promoting, Jantsch exhibits the right way to take on a altering revenues surroundings, no matter if you’re somebody or charged with best a revenues crew. you are going to learn how to imagine like a marketer as you:

Create knowledgeable platform

Become an expert on your field

Mine networks to create severe relationships inside of your organization and between your clients

Build and make the most of your revenues Hourglass

Finish the sale and remain connected

Make referrals an automated a part of your process

As Jantsch writes: “Most humans already recognize that the times of knocking on doorways and hard-selling are over. yet as I go back and forth around the globe talking to teams of industrial vendors, agents, and revenues pros, the #1 query I’m requested is, ‘What can we do now?’

“I’ve written this e-book in particular to respond to that query. on the middle of it, advertising and marketing and revenues became actions that not easily help one another quite a bit as feed off of every other’s task. revenues pros needs to imagine and act like sellers in an effort to thoroughly reframe their function within the brain of the customer.”

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In Wahrheit können diese vielleicht nur noch abnicken, was bereits durch mehr oder weniger geschickte Öffentlichkeitsarbeit vorgegeben ist. Ein zentraler Punkt bei solchen Verhandlungen, eine Regel, wird hier wichtig: Die Verhandlungen müssen – egal, wie lange es dauert – zu einem Ergebnis kommen. Diese Art von Verhandlungen steuern von Anfang an auf einen Kompromiss zu. Noch eine dritte Art von Verhandlungen, die durch die Verhandler an sich bestimmt wird: Verhandlungen zwischen Menschen, die enge Bindungen 3 Clausewitz, Carl von, Vom Kriege, Reinbek bei Hamburg 1963 Verschiedene Verhandlungsarten 39 haben, zum Beispiel zwischen Ehepartnern oder zwischen Eltern und Kindern.

Und da macht die Miete auf einmal gar keine schlechte Figur. Mit was vergleichen Sie? 45 Auf solche Suggestionen oder Vergleichsangebote treffen wir ständig in unserer Alltagssprache. Denken wir an leicht wie eine Feder oder, das Gegenteil davon, bleischwer. Das bedeutet, wir sind es gewohnt, Suggestionen zu folgen, schließlich helfen sie uns im Alltag, uns besser verständlich zu machen und auch besser zu verstehen. Wir sind leichte Beute. Deshalb muss man ganz hellhörig werden, wenn einem in Verhandlungen Suggestionen angeboten werden.

Auf diese Diskussion war ich überhaupt nicht vorbereitet. Mein Fehler. “ sagt, hat man es auf dem Tisch und kann damit umgehen. Wenn er „Nein“ sagt, kann man sich in der Verhandlung darauf berufen, und der unerwartete Punkt bringt nicht die Verhandlung zum Stocken, sondern wird auf einen separaten Termin (auf den man sich zum Vorteil beider Seiten vorbereiten kann) vertagt. f Tipp Bei wichtigen Verhandlungen sollten Sie zeitnah noch einmal nachfragen, ob es dabei bleibt, was besprochen und verabredet wurde.

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