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Los Seis Hábitos de Ingenieros de Ventas Altamente Efectivos
Paperback
Publisher: Independently Published
Published: Feb 13 2021
Pages: 216
Weight: 0.56
Height: 0.46 Width: 5.50 Depth: 8.50
Language: Spanish
Los Seis Hábitos de Ingenieros de Ventas Altamente Efectivos
Una reprimenda sin complejos contra las presentaciones y demostraciones de ventas aburridas, ineficaces y que son un pérdida de tiempo.
Este libro presenta un marco consistente para lograr el éxito personal y profesional en preventas técnicas. Con conocimientos y experiencia real de 15 años en este campo, Chris White presenta un enfoque paso a paso para dominar el arte y la ciencia de la realización de demostraciones de software brillantes y ganadoras. Adopta los Seis Hábitos y participa con confianza en cualquier oportunidad de ventas, gana el respeto de tus colegas, hazte querer por tus clientes y supera tus objetivos de ingresos más ambiciosos.
Aprende a:
- Desarrollar la mentalidad adecuada para tener éxito en este rol.
- Seguir una fórmula para lograr la victoria técnica
- Prepararte para una demostración de la manera correcta
- Diferenciar entre el contenido y el guion de una demostración
- Discernir entre vender A y vender CON un cliente potencial
- Configurar y realizar una demostración ganadora en el momento adecuado
- Responder a preguntas difÃciles y saber cuándo contestar con un NO
- Evitar errores que molesten al cliente y tumben oportunidades
Chris White es un experto en ventas de software empresarial, conocido por ofrecer demostraciones de software interesantes y muy convincentes. Ha sintetizado su conocimiento y experiencia en el modelo de los Seis Hábitos, que ahora usa para formar a otros en lograr un éxito extraordinario.
Rafael Cal (traductor de la versión en español) es un experto en desarrollo de negocio de TI y en preventas de software empresarial.
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