Annotation Reveals the approaches that Super used at 3M/Media Networks (now owned by AOL Time Warner) to produce double to triple the average sales of her colleagues--every year.4 1/2 Steps to Success Carol Super, Ronald D. Gold. Developing. Need. Questions. Begin each call thinking of the dissatisfaction you can fill, and what questions you will need to ask to determine if it exists, and to ... aquot;How many important jobs are delayed? ... The salesperson knows where he or she wants the conversation to go, and so asks leading questions to establish need. ... You might say, aquot;So, not having ready access to information is costing you more than 200 sales per month?
|Title||:||Selling (without Selling)|
|Author||:||Carol Super, Ronald D. Gold|
|Publisher||:||AMACOM Div American Mgmt Assn - 2004|