TILT Selling to Today's Buyer (ePub)
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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 quickly
2. Influence - put yourself in a position of influence
3. Leverage - apply leverage to move the client forward confidently
4. Trigger - identify and apply the factors that will trigger a buying decision
- Autor: Kevin Ryan
- 2011, Englisch
- Herausgegeben: Looi Qin En
- Verlag: Book Baby
- ISBN-10: 1483522660
- ISBN-13: 9781483522661
- Erscheinungsdatum: 01.11.2011
Abhängig von Bildschirmgröße und eingestellter Schriftgröße kann die Seitenzahl auf Ihrem Lesegerät variieren.
- Dateiformat: ePub
- Größe: 1.21 MB
- Mit Kopierschutz
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