Heartselling Statt Hardselling
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Heartselling Statt Hardselling

Heartselling Statt Hardselling


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About the Book

Dieses Buch zeigt Ihnen den Weg auf, wie Sie ein überdurchschnittlich guter Verkäufer / eine überdurchschnittlich gute Verkäuferin werden. Der Schlüssel dazu ist, den Menschen hinter Ihrem Kunden und Ihrer Kundin zu sehen und zu verstehen. Denn Menschen kaufen bei Menschen!

Der Beziehungsfaktor ist für den Erfolg von Verkaufsabschlüssen von größter Bedeutung. Dazu müssen Sie im Verkauf und im Vertrieb Menschen "lesen" können. Sie müssen Ihr Gegenüber respektieren und ihm glaubhaft vermitteln, dass Sie als Verkäufer oder Verkäuferin wirklich vertrauenswürdig sind - kurzum: ein Herz für Ihre Kunden und Kundinnen haben. Was es dazu alles braucht und wie das im Verkaufsalltag umsetzbar ist, beschreibt Joern Kettler in diesem Buch. Er setzt sich kritisch mit dem Hardselling auseinander und zeigt, wie es anders und besser geht: mit HEARTselling. Er gibt Ihnen das notwendige Know-how, wie Sie ein von Ihren Kunden und Kundinnen (und Ihren Vorgesetzten) hochgeschätzter Verkaufsberater werden.
Aus dem Inhalt
  • Warum kaufen Kunden nicht?
  • Was wünschen sich Kunden von Verkäufern?
  • Der erste Kontakt und der erste Eindruck
  • Die Macht der Worte
  • Verhaltenspsychologie - vom Gehirn, über Sinneseindrücke, Mindsets, Erwartungen und Verhaltensmuster
  • Die Sales-Signs - Kunden körpersprachlich lesen
  • Persönlichkeitstypen - den Kunden verstehen lernen
  • Exkurs: Mehr verkaufen im Hotel- und Gastgewerbe
  • Struktur im Verkauf - von der Bedarfsanalyse über das Angebot bis zum Abschluss

Mit zahlreichen Praxis-Tipps und illustrierenden Fotos.


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Product Details
  • ISBN-13: 9783658441418
  • Publisher: Springer Fachmedien Wiesbaden
  • Binding: Hardback
  • Language: German
  • Returnable: Y
  • Sub Title: Kunden Lesen Und Verstehen Lernen
  • Width: 156 mm
  • ISBN-10: 3658441410
  • Publisher Date: 27 Jun 2024
  • Height: 234 mm
  • No of Pages: 213
  • Spine Width: 14 mm
  • Weight: 557 gr


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