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Guia de Bolso Spin Para Vendas Complexas Por Telefone

Guia de Bolso Spin Para Vendas Complexas Por Telefone

          
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About the Book

Esse material é baseado no livro de SPIN SELLING de Neil Rackham, lançado na década de 80 e um dos maiores best-sellers na área de negócios e até hoje o material científico mais rico na área de vendas.Mas por quê escrever um guia baseado em um material que já existe? Quem já leu o livro, sabe que Rackham alicerçou sua pesquisa integralmente em visita de vendas. Também é um livro com mais de 200 páginas. Minha proposta foi adaptar esse livro transformando-o em uma guia de bolso prático a todos que trabalham com vendas, sobretudo por telefone. O Brasil passa atualmente por uma crise sem precedentes, temos atualmente, segundo o IBGE- Instituto Brasileiro de Geografia e Estatística- quase 14 milhões de desempregados. A área comercial é uma das poucas que segue contratando, na contramão da crise. Muitos profissionais que não possuíam conhecimento algum sobre vendas, estão migrando para a área comercial. O perfil de vendas também tem mudado nos últimos anos. Atualmente se vê crescimento exponencial das vendas por canais usando a tecnologia. Nessa circunstância, fica ainda mais relevante a capacitação profissional. O perfil do consumidor também mudou. Estamos na era 4.0. Nosso cliente é muito mais antenado, questionador, tecnológico do que a geração passada. Ele pesquisa e muito antes de comprar, e não se contenta com respostas vazias. E em se tratando de vendas complexas, dificilmente comprará por impulso. Dito isso, eu te pergunto: quais as dificuldades que você tem enfrentado para fechar suas vendas? Como você tem lidado com a concorrência no mercado de trabalho? Qual o impacto da crise econômica do Brasil para suas vendas? Como você tem se capacitado para atender o novo perfil de consumidor? Qual sua estratégia de vendas multicanal?Não estou te oferecendo aqui uma fórmula milagrosa, porque venda não é mágica. Venda, ao contrário do que muitos acreditam, é ciência com boas pitadas de arte. O que eu te ofereço nesse exemplar, é um compilado de um estudo científico que durou 12 anos, foi testado em 23 países, teve como base acompanhamento de mais de 35.000 visitas de vendas e é aplicado nas maiores empresas do mundo. Para você que tem pouco tempo para leitura, mas que é ávido por aprendizado, pretende alavancar suas vendas ou simplesmente está iniciando agora sua carreira em vendas, te ofereço um guia inicial para entendimento rápido sobre a metodologia SPIN Selling adaptado para vendas multicanais com foco maior no atendimento telefônico. Essa metodologia tem sido aplicada em meus treinamentos e com as equipes como as quais trabalho, com 100% de aproveitamento. Esse livro vai te ajudar a incrementar suas vendas, desde que você tenha a coragem de aplicar os conceitos apresentados nessas páginas. Quer resultados melhores? Faça algo diferente.


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Product Details
  • ISBN-13: 9781731015044
  • Publisher: Independently Published
  • Publisher Imprint: Independently Published
  • Height: 229 mm
  • No of Pages: 84
  • Spine Width: 5 mm
  • Width: 152 mm
  • ISBN-10: 1731015046
  • Publisher Date: 07 Nov 2018
  • Binding: Paperback
  • Language: Portuguese
  • Returnable: N
  • Weight: 136 gr


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