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Heartselling Statt Hardselling: Kunden Lesen Und Verstehen Lernen
Hardcover
ISBN13: 9783658441418
Publisher: Springer Gabler
Published: May 27 2024
Pages: 214
Weight: 1.11
Height: 0.56 Width: 6.14 Depth: 9.21
Language: German
Dieses Buch zeigt Ihnen den Weg auf, wie Sie ein überdurchschnittlich guter Verkäufer / eine überdurchschnittlich gute Verkäuferin werden. Der Schlüssel dazu ist, den Menschen hinter Ihrem Kunden und Ihrer Kundin zu sehen und zu verstehen. Denn Menschen kaufen bei Menschen!
- Warum kaufen Kunden nicht?
- Was wünschen sich Kunden von Verkäufern?
- Der erste Kontakt und der erste Eindruck
- Die Macht der Worte
- Verhaltenspsychologie - vom Gehirn, über Sinneseindrücke, Mindsets, Erwartungen und Verhaltensmuster
- Die Sales-Signs - Kunden körpersprachlich lesen
- Persönlichkeitstypen - den Kunden verstehen lernen
- Exkurs: Mehr verkaufen im Hotel- und Gastgewerbe
- Struktur im Verkauf - von der Bedarfsanalyse über das Angebot bis zum Abschluss
Mit zahlreichen Praxis-Tipps und illustrierenden Fotos.
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