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Harris, Michael.
Subjects
Industrial marketing.
Business communication.
Customer relations.
Selling.
Browse Catalog
by author:
Harris, Michael.
by title:
Insight selling : se...
by call number:
658.804 H315i
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Harris, Michael.
Industrial marketing.
Business communication.
Customer relations.
Selling.
MARC Display
Insight
selling
:
sell
value
&
differentiate
your
product
with
insight
scenarios
/ Michael Harris.
by
Harris, Michael.
Sales and Marketing Press, 2014.
Call #:
658.804 H315i
Subjects
Industrial marketing.
Business communication.
Customer relations.
Selling
.
ISBN:
9780993655500
Description:
119 p : ill ; 23 cm.
Notes:
Includes index.
Summary:
"
Selling
value
to B2B buyers today can feel like trying to stop a freight train that's hurtling towards the sales graveyard of commoditization and discounting. Today, an empowered buyer has done research, has a clear idea of his or her firm's needs, and how much the firm is willing to pay. This type of buyer does not want a salesperson to talk about features and deliver a series of open-ended Solution
Selling
or SPIN
Selling
questions that delivers no
value
. What this buyer wants is
insight
."--From publisher.
Holds:
0
Copy/Holding information
Location
Collection
Call No.
Item type
Status
Woodlawn Public Library
Adult Nonfiction
658.804 H315i
Adult books
Checked in
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