техника продаж

управление продажами

холодные продажи

успешные продажи

менеджеру по продажам

У исследования, которое привело к появлению СПИН продаж, были и другие интересные результаты, с которыми стоит ознакомиться. Презентация решения должна строиться на явной потребности, озвученной клиентом, а не на всей палитре возможностей продукта. Характеристики и общие преимущества продукта не имеют сильного влияния на результат продажи
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СПИН Продажи #6: Презентация решения

Вы верите, что B2B продажи — это не искусство, а наука с системным подходом. Вы уверены, что любая сейлз организация должна быть data-driven, а не основана на интуиции. Вы знаете, что успех зависит от того, как клиенты принимают решение и покупают, а не от того, как компании хотят продавать и какими техниками для этого пользуются. Это подкаст для Вас! 

Если Вы хотите поделиться идеями о теме следующего подкаста или обсудить задачи в области продаж, контакты ниже: 

ai@paradoxmind.ru
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B2B продажи. Коротко

В то время как импликационные вопросы демонстрируют клиенту глубину проблемы и ее последствия, вознаграждающие демонстрируют преимущества и полезный эффект от устранения проблемы. Помимо прочего, именно эти вопросы готовят ваших контактных лиц к внутренней продаже решения всем заинтересованным лицам внутри аккаунта. 
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СПИН Продажи #5: Вознаграждающие вопросы

Импликационные вопросы помогают клиенту осознать, что проблема страшна не сама собой, а ее последствиями. Осознание всех причинно-следственных связей между проблемой и её эффектами на бизнес формирует необходимость действовать, а не отложить проблему в «ящик» до лучших времен.
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СПИН Продажи #4: Импликационные вопросы

современная русская литература

современные любовные романы

современная зарубежная литература

книги о приключениях

учебники и пособия для вузов

стихи и поэзия

русская классика

мистика

любовное фэнтези

биографии и мемуары

современные детективы

короткие любовные романы

сказки

попаданцы

литература 19 века

научная фантастика

саморазвитие / личностный рост

триллеры

публицистика

зарубежная классика

В книге описываются удивительные приключения девочки-подростка, которая в возрасте  семнадцати лет переехала с отцом на новое место жительства, где она узнала, что неразрывно связана с этими таинственными местами и миром, о котором она даже не догадывалась. Юной девушке предстоит раскрыть древние тайны своего рода, познакомиться с верными друзьями, встретиться с опасностями и незабываемыми чувствами первой любви.
Иллюстрация обложки книги выполнена автором самостоятельно с использованием фото из личного архива.

книги для подростков

Солнце в полночь

New research and investment strategies for asset managers in precious metals In this handy new e-book, bestselling author David M. Darst provides valuable perspective on the role and positioning of gold and other precious metals within an economic, financial, and portfolio context. It covers the advantages and disadvantages, risks and rewards of investing in precious metals and sheds light on the key factors that drive prices, including supply and demand forces, inflation and deflation, geopolitical conditions, interest rates, and the global monetary system. The book also offers detailed information on specific vehicles that provide exposure to precious metals, as well as sources of further information available in print and online. Portfolio Investment Opportunities in Precious Metals gives investors the information they need to make intelligent investment decisions in precious metals. Covers key factors investors need to know about precious metals, including advantages, risks, and investment performance Written by David M. Darst, CFA, the bestselling author of The Little Book That Saves Your Assets Perfect for individual investors, financial advisors, and CFAs interested in the role that precious metals play in investment portfolios 

зарубежная деловая литература

корпоративные финансы

финансовый менеджмент

Portfolio Investment Opportunities in Precious Metals

An A to Z guide for understanding employee stock options (ESOs). In Getting Started In Employee Stock Optionsauthors John Olagues and John Summa provide a full understanding of ESOs and demonstrate how to make the most of them. Page by page this author team, a highly experienced options market maker and a professional trader, share essential information that you’re probably not hearing anywhere else. This book contains the keys to managing and hedging ESO opportunities in addition to important tax and valuation guidance appropriate for the highest executives to the non-officer managers and the newly arrived employee. Examines essential ESO issues, including tax consequences, risks, and industry pitfalls Written by an experienced pair of stock option experts Enables employees and executives to make more informed decisions regarding their stock options grants Written in a straightforward and accessible style, Getting Started In Employee Stock Options will help protect the value of your options, help you avoid costly mistakes, and allow you to take advantage of certain friendly tax rules. Some of the world's foremost authorities on options have endorsed Getting Started inEmployee Stock Options.

Getting Started In Employee Stock Options

Sell with confidence and share the secrets of the eBay elite Whether you want to turn clutter into cash, create a steady revenue stream or give up your job and start an eBay business, Making Money on eBay For Dummies, Australian Edition, is for you. This handy guide offers tips on everything from registering with eBay, sourcing items to sell and working out your fees, to automating your business and marketing to new and existing buyers. Source your items – discover goods close to home or through online wholesalers Create a killer listing – perfect your item titles and descriptions, and understand the importance of great images Set up an eBay Store – select your payment structure, design your store and market to your customers Choose the right shipping and packing options – compare carriers and ensure your packages arrive in one piece Deal with auction problems – end an auction early, negotiate feedback withdrawal and apply for a fee credit Take advantage of automation tools – manage repetitive parts of your business Join the eBay community – understand the role played by the Security Centre and seek advice from experienced users Open the book and find: Tips for choosing a User ID and password Advice on using the functions and reports available through your My eBay Pages Guidelines for what you can – and can't – sell How to block problem bidders Strategies to increase traffic to your listings Details of products, tools and services to help ease your way 

малый и средний бизнес

стартапы и создание бизнеса

Making Money on eBay For Dummies

A detailed look at how Warren Buffett really invests In this engaging new book, author Prem Jain extracts Warren Buffett's wisdom from his writings, Berkshire Hathaway financial statements, and his letters to shareholders and partners in his partnership firms-thousands of pages written over the last fifty years. Jain uncovers the key elements of Buffett's approach that every investor should be aware of. With Buffett Beyond Value, you'll learn that, contrary to popular belief, Warren Buffett is not a pure value investor, but a unique thinker who combines the principles of both value and growth investing strategies. You'll also discover why understanding CEOs is more important than studying financial metrics; and why you need an appropriate psychological temperament to be a successful investor. Reveals Buffett's multifaceted investment principles Discusses how Buffett thinks differently from others about portfolio diversification, market efficiency, and corporate governance Highlights how you can build a diverse and profitable investment portfolio With this book as your guide, you'll learn how to successfully invest like Warren Buffett.

Buffett Beyond Value. Why Warren Buffett Looks to Growth and Management When Investing

A guide to thinking outside the Wall Street box Part memoir, part investment strategy guide, Out of the Box and onto Wall Street presents a revolutionary, alternative look at the world of finance. Revealing the essential rules for preserving capital and making long-term profits, the book provides timely observations on the current and future state of the world economy and investment markets, which are sure to be of interest to anyone considering alternative and time proven ways of making money. Written by Mark J. Grant, Managing Director of Corporate Syndicate and Structured Products for Southwest Securities, Inc Provides observations on the current and future state of the world economy and investment markets Offers detailed analysis of investment trends, common investor mistakes, and the simple investment strategies that most people are unaware of Designed for professional managers but also applicable for use by individual investors wanting a better understanding of the economy and how to pick smart investments for their own portfolio This is a must-read for anyone who wants to think about investing outside the Wall Street box.

Out of the Box and onto Wall Street. Unorthodox Insights on Investments and the Economy

Secrets of the trade from the master of retail selling and sales training No Thanks, I'm Just Looking gives anyone the inside scoop on how to skyrocket their selling career with a system of easy-to-learn practical money-making steps. By saving countless hours of trial-and-error experience, readers will be able to focus on the things that really work. Considered to be retail guru Harry J. Friedman's personal collection of proven selling techniques, No Thanks, I'm Just Looking includes all the tips and humorous anecdotes that have made him retail's most sought-after consultant. No Thanks, I'm Just Looking delivers the tricks of the trade from an international retail authority. Author is the most heavily attended speaker on retail selling and operational management in the world These groundbreaking high-performance training systems have been used by more than 500,000 retailers, from small independents to the likes of Neiman Marcus, Cartier, Billabong, La-Z-Boy and Godiva, to routinely deliver more sales Friedman created the number one retail sales and management system used by more retailers than any other system of its kind in the world Get proven techniques that will increase sales and elevate your staff to a high-performance sales team.

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СПИН Продажи #5: Вознаграждающие вопросы