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Item Information   Copy / Holding Information     More Content       More by this author     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     Search the Web     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 Add Copy to MyList

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