TILT Selling to Today's Buyer : The Way Your Customers Buy Has Changed...Find Out How to Sell to Them EPUB
by Kevin Ryan
Edited by Looi Qin En
EPUB
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Description
In this market, the TILT Sell Process can be your edge over the competition.
TILT was designed for the buyer-centric market. It works from the perspective of the consumer in a buying-partnership model.
It is based on quickly creating the right relationship and then progressing it to a facilitated buying decision so it is suited to both one-off sales interactions and long-term business relationships.
It allows novice salespeople to use quite high level skills quickly and it shows experienced salespeople how to modify their relationship skills to work with the post-internet consumer. The TILT strategies are specific and targeted, but non-manipulative.
They want to move to the next step; it is natural and unforced.
Rather than being perceived as a salesperson, the TILT practitioner is seen as a trusted buying adviser. TILT is an acronym for the four key steps:1. Trust – build trust quickly2. Influence – put yourself in a position of influence3.
Leverage – apply leverage to move the client forward confidently4.
Trigger – identify and apply the factors that will trigger a buying decision
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- Format:EPUB
- Publisher:BookBaby
- Publication Date:01/11/2011
- ISBN:9781483522661
Information
-
Download Now
- Format:EPUB
- Publisher:BookBaby
- Publication Date:01/11/2011
- ISBN:9781483522661