Authors: Steven Cody, Stephen Cody, Richard Harte
ISBN-13: 9780071411035, ISBN-10: 0071411038
Format: Paperback
Publisher: McGraw-Hill Companies, The
Date Published: February 2003
Edition: (Non-applicable)
"The Dr.'s of pain have provided a prescription for those who are looking for a cure to their sales ills."Jerry Kaplan, President, Magazine Group, Meredith Corporation
Powerful, provocative, and proven techniques that send your sales figures soaring
Want to open doors and win accounts that seemed beyond your reach in the past? What's Keeping Your Customers Up at Night? shows sales reps and executives how to leverage proven public relations techniques to close more deals, increase repeat business, and prosper in good times and bad. It also provides the keys to deepening relationships, up-selling customers, and keeping sales figures up in uncertain times.
Following a foolproof, four-step approach, you'll learn how to:
Foreword | ||
Acknowledgments | ||
Introduction | ||
1 | Uncovering the Pain (Opening the Wound) | 1 |
2 | Enhancing the Pain (Pouring Salt on the Wound) | 53 |
3 | Selling Against the Pain (Applying Salve to the Wound) | 79 |
4 | Getting the Commitment (Healing the Wound) | 99 |
5 | Using Persistence and Imagination to Close More Deals | 121 |
6 | Becoming the Pain Doctor | 137 |
Afterword | 163 | |
Endnotes | 165 | |
Index | 167 |