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In A Downturn, provoke your customers
No question about it: This is a tough time to be selling to business customers. This would be thoroughly discouraging if not for one fact: Companies have survived downturns before, and some have even profited from them. Rather than resign themselves to hearing the standard, Sorry, we have no budget for that, some vendors - even some very young start-ups - have found a way to reach their customers' resource owners and motivate them to allocate the necessary funds. Using what we call provocation-based selling, they persuade customers that the solutions they bring to the table are not just nice but essential. Provocation-based selling goes beyond the conventional consultative or solution-selling approach, whereby the vendor's sales team seeks out current concerns in a question-and-answer dialogue with customer managers. Underlying provocation-based selling is the idea that the vendor should help the customer find investment funds even when discretionary spending appears to have (at least temporarily) dried up..Printed journal
Ketersediaan
| Call Number | Location | Available |
|---|---|---|
| PSB lt.dasar - Pascasarjana | 1 |
| Penerbit | : Harvard Business School Publishing |
|---|---|
| Edisi | - |
| Subjek | Sales management Client relationships |
| ISBN/ISSN | 178012 |
| Klasifikasi | - |
| Deskripsi Fisik | - |
| Info Detail Spesifik | - |
| Other Version/Related | Tidak tersedia versi lain |
| Lampiran Berkas | Tidak Ada Data |