In A Downturn, provoke your customers

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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

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Ketersediaan

Call Number	Location	Available
	PSB lt.dasar - Pascasarjana	1

Informasi Detail

Judul Seri

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No. Panggil

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Penerbit

: Harvard Business School Publishing.,

Deskripsi Fisik

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Bahasa

ISBN/ISSN

178012

Klasifikasi

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Tipe Isi

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Tipe Media

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Tipe Pembawa

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Edisi

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Subjek

Sales management
Client relationships

Info Detail Spesifik

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Pernyataan Tanggungjawab

pa

Versi lain/terkait

Lampiran Berkas

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