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Inhaltsangabe
THE CUSTOMER HAS ALREADY MET YOU BEFORE YOU INTRODUCE YOURSELF.
Before a customer walks through your door, he may already have a picture of you in his mind.
The aggressive salesperson.
The shark.
The person who cares more about the commission than the customer.
You didn't create that picture.
But what you do next can either destroy it—or prove it right.
Drawing from years of experience as a general manager in the automobile business, Mark H. Awad reveals the psychology he used to turn pressure into trust, confusion into clarity, and difficult customers into relationships.
Through unforgettable real-world stories—from the shark on the sales floor, to the whale in the finance office, to the killer whale who unexpectedly becomes the lifeguard—Awad shows why the strongest salesperson isn't always the one who talks the most, pushes the hardest, or knows the most closing techniques.
Sometimes the best close is to stop closing.
Sometimes the customer doesn't need more choices. He needs clarity.
Sometimes “I need to think about it” isn't an objection at all. It's a misunderstanding waiting to be discovered.
And sometimes the fastest way to earn someone's trust is to do exactly the opposite of what they expect.
This isn't just a book about selling cars.
It's about selling anything.
It's about leadership, communication, human behavior, and one principle that can change the way people see you:
Whatever you do—DON'T PROVE THEM RIGHT.
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Don't Prove Them Right
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Don't Prove Them Right (Paperback)
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Paperback. Zustand: new. Paperback. THE CUSTOMER HAS ALREADY MET YOU BEFORE YOU INTRODUCE YOURSELF.Before a customer walks through your door, he may already have a picture of you in his mind.The aggressive salesperson.The shark.The person who cares more about the commission than the customer.You didn't create that picture.But what you do next can either destroy it-or prove it right.Drawing from years of experience as a general manager in the automobile business, Mark H. Awad reveals the psychology he used to turn pressure into trust, confusion into clarity, and difficult customers into relationships.Through unforgettable real-world stories-from the shark on the sales floor, to the whale in the finance office, to the killer whale who unexpectedly becomes the lifeguard-Awad shows why the strongest salesperson isn't always the one who talks the most, pushes the hardest, or knows the most closing techniques.Sometimes the best close is to stop closing.Sometimes the customer doesn't need more choices. He needs clarity.Sometimes "I need to think about it" isn't an objection at all. It's a misunderstanding waiting to be discovered.And sometimes the fastest way to earn someone's trust is to do exactly the opposite of what they expect.This isn't just a book about selling cars.It's about selling anything.It's about leadership, communication, human behavior, and one principle that can change the way people see you: Whatever you do-DON'T PROVE THEM RIGHT. This item is printed on demand. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. Bestandsnummer des Verkäufers 9798172746390
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Don't Prove Them Right
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PAP. Zustand: New. New Book. Delivered from our UK warehouse in 4 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Bestandsnummer des Verkäufers L0-9798172746390
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DON'T PROVE THEM RIGHT: The Customer Has Already Met You Before You Introduce Yourself
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Don't Prove Them Right : The Customer Has Already Met You Before You Introduce Yourself
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Taschenbuch. Zustand: Neu. Neuware - THE CUSTOMER HAS ALREADY MET YOU BEFORE YOU INTRODUCE YOURSELF.Before a customer walks through your door, he may already have a picture of you in his mind.The aggressive salesperson.The shark.The person who cares more about the commission than the customer.You didn't create that picture.But what you do next can either destroy it-or prove it right.Drawing from years of experience as a general manager in the automobile business, Mark H. Awad reveals the psychology he used to turn pressure into trust, confusion into clarity, and difficult customers into relationships.Through unforgettable real-world stories-from the shark on the sales floor, to the whale in the finance office, to the killer whale who unexpectedly becomes the lifeguard-Awad shows why the strongest salesperson isn't always the one who talks the most, pushes the hardest, or knows the most closing techniques.Sometimes the best close is to stop closing.Sometimes the customer doesn't need more choices. He needs clarity.Sometimes 'I need to think about it' isn't an objection at all. It's a misunderstanding waiting to be discovered.And sometimes the fastest way to earn someone's trust is to do exactly the opposite of what they expect.This isn't just a book about selling cars.It's about selling anything.It's about leadership, communication, human behavior, and one principle that can change the way people see you: Whatever you do-DON'T PROVE THEM RIGHT. Bestandsnummer des Verkäufers 9798172746390
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Don't Prove Them Right (Paperback)
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Paperback. Zustand: new. Paperback. THE CUSTOMER HAS ALREADY MET YOU BEFORE YOU INTRODUCE YOURSELF.Before a customer walks through your door, he may already have a picture of you in his mind.The aggressive salesperson.The shark.The person who cares more about the commission than the customer.You didn't create that picture.But what you do next can either destroy it-or prove it right.Drawing from years of experience as a general manager in the automobile business, Mark H. Awad reveals the psychology he used to turn pressure into trust, confusion into clarity, and difficult customers into relationships.Through unforgettable real-world stories-from the shark on the sales floor, to the whale in the finance office, to the killer whale who unexpectedly becomes the lifeguard-Awad shows why the strongest salesperson isn't always the one who talks the most, pushes the hardest, or knows the most closing techniques.Sometimes the best close is to stop closing.Sometimes the customer doesn't need more choices. He needs clarity.Sometimes "I need to think about it" isn't an objection at all. It's a misunderstanding waiting to be discovered.And sometimes the fastest way to earn someone's trust is to do exactly the opposite of what they expect.This isn't just a book about selling cars.It's about selling anything.It's about leadership, communication, human behavior, and one principle that can change the way people see you: Whatever you do-DON'T PROVE THEM RIGHT. This item is printed on demand. Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability. Bestandsnummer des Verkäufers 9798172746390
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