Anderson How to Deal with Difficult Customers

10 Simple Strategies for Selling to the Stubborn, Obnoxious, and Belligerent
1. Auflage 2013
ISBN: 978-0-470-08633-9
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 192 Seiten, E-Book

Praise for How to Deal with Difficult Customers
"The application of the ten key strategies in this book will helpevery sales professional learn how to deal with the truly difficultand how to avoid creating unnecessary difficulties. It's writtenwith the same wit, humor, and inspiration that have made Anderson'sprior books so effective."
--Margaret Callihan, President, Chairman, and CEO, SunTrust Bank,Florida
"Anderson knocks another one out of the park with How to Deal withDifficult Customers! The problem is real; Anderson's solutions makesense and, as always, he makes you laugh in the process."
--Mike Roscoe, Editor in Chief, Dealer Magazine
"I could not put this book down. It's a salesperson's bible,offering clear and concise how-to advice. If you're in the sellingprofession and want to sell more, you should read this book . . .twice."
--Warren Lada, Senior Vice President, Saga Communications
"An individual executing the ideas within this book will changetheir own life and their organization. No one has the gift likeAnderson to articulate the importance character plays in maximizingpotential."
--Mike Tomberlin, CEO, The Tomberlin Group
"Throw out all your other sales manuals. Anderson's new book willchange the way you look at customers, the way your salespeople lookat themselves, and, quite frankly, the way you look at the salesprocess."
--Dan Janal, President, PRleads.com
"What are you waiting for? We all have difficult customers. Ifyou're tired of leaving money on the table because you can't handlethem, read this book. If your good customers are turning intodifficult customers, read this book. If you want to deliver resultsyear-in and year-out, read, re-read, and apply the lessons of thisbook."
--Randy Pennington, author, Results Rule!

Autoren/Hrsg.

Anderson, Dave

Inhaltsverzeichnis

Preface xi
Acknowledgments xvii
About the Author xix
Introduction xxi
1 Understand the Ten Truths About SOBs! 1
2 Toughen up; Sharpen up; Grow up & Go up! 17
3 Don't Just Be Better, Be Different! 41
4 Take the Fight Out of the Sales Process! 63
5 How to Face and Finesse the SOB "QuadrupleThreat"! 83
6 Shovel the Piles While They're Small! 97
7 Create a Cult! 109
8 Create Urgency to Buy Today! 119
9 Learn to Read an SOB's Mind! 133
10 Be Prepared to Walk Away! 145
Notes 157
Bibliography 159

Über Autor(innen)

DAVE ANDERSON is an entrepreneur, author, columnist, trainer, and speaker. The author of two previous Wiley books, Up Your Business! and If You Don't Make Waves, You'll Drown, Dave also writes a leadership column for Dealer Magazine and has produced numerous books, cassettes, CDs, videos, and other training resources. He gives 150 speeches, presentations, and workshops each year on sales and leadership development to audiences from around the world. Dave is also President of Dave Anderson's Learn To Lead and LearnToLead.com, a cutting-edge Web site providing hundreds of free training resources to thousands of people in over thirty countries.