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Vorteil-/Nutzen-Argumentation: Warum der werthaltige Nutzen so kaufentscheidend ist

Vorteil-/Nutzen-Argumentation: Warum der werthaltige Nutzen so kaufentscheidend ist

          
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About the Book

Du verkaufst nicht, was dein Produkt ist - du verkaufst immer, was dein Produkt tut. Es leuchtet ein, dass die Verkaufsarbeit leichter und gewinnbringender ist, wenn du anstatt eines Produktes / Dienstleistung die Ersparnis, die Sicherheit, die Zweckmäßigkeit, die Bequemlichkeit, Prestige usw. anbieten kannst, denn das Produkt ist nur Mittel zum Zweck und deswegen für den Kunden von zweitrangiger Bedeutung. In der Tat spiegelt sich diese Überlegung auch im Unterschied zu den Verkaufsergebnissen derjenigen Verkäufer wider, die nur Produkte verkaufen können und jenen, die gelernt haben, die Idee hinter dem Produkt zu verkaufen. In der Auswertung dieser Erkenntnis unterscheidet sich häufig der Verkäufer von dem Topp-20%-Verkäufer. Und du willst ja letztendlich zu den Topp-20%-Verkäufern gehören und deswegen hast du ja dieses Buch gekauft.
About the Author: Werner F. Hahn ist Trainer, Coach und Autor. Ein Mann aus der Praxis mit über 30 Jahren Vertriebserfahrung im B2B, der das Verkaufen bei der Nixdorf Computer AG von der Pike auf gelernt hat. Seit 1989 bietet Hahn sein Wissen und seine Erfahrung als selbständiger Verkaufstrainer und Coach an. Heute zählt Hahn zu den effizientesten Dienstleistern der Branche. Seinen Leitgedanken formulierte der römische Kirchenlehrer und Rhetoriker Aurelius Augustinus (354 bis 430): "In dir muss brennen, was du in anderen entzünden willst." Bisher hat Hahn 17 Fachbücher veröffentlicht. E-Mail: werner@wernerhahn.de Internet: www.wernerhahn.de Blog Verkaufen: www.wernerhahn.de/sales-vitamins Shop: www.wernersshop.de Podcast to go: www.wernerhahn.de


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Product Details
  • ISBN-13: 9783738659979
  • Publisher: Books on Demand
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 6 mm
  • Weight: 149 gr
  • ISBN-10: 3738659978
  • Publisher Date: 24 Nov 2015
  • Height: 210 mm
  • No of Pages: 114
  • Series Title: German
  • Sub Title: Warum der werthaltige Nutzen so kaufentscheidend ist
  • Width: 148 mm


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Vorteil-/Nutzen-Argumentation: Warum der werthaltige Nutzen so kaufentscheidend ist
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