Smart Selling B2B

BOOK TIP In the book "Smart Selling B2B", Franziska Brandt-Biesler describes her sales strategies under the motto "brains instead of hardcore". getAbstract particularly praises the practical relevance.It's much easier to sell with common sense, says sales trainer Franziska Brandt-Biesler, and she shows in a relaxed way how her "Smart Selling" works. Her tips differ in some respects from common practice - for example, she advises people to avoid discounts wherever possible and, if they do, to improve performance.Again and again, reading the book reminds you of your own missteps and, thanks to practical tips, you learn how to do better with the next customer. With her FAQs, the author answers questions that she is frequently asked in seminars or by clients, and individual situations can be quickly looked up thanks to the good book structure.More practical relevance is hard to find. In addition, the reader learns in gray boxes how to encounter different types of customers, how to apply Robert Cialdini's persuasion principles, or how to respond skillfully to objections. An excellent handbook for B2B salespeople, getAbstract finds - worth reading for other salespeople as well.getAbstract rating: 8Importance: 10Degree of innovation: 6Style: 8Publisher: Midas Management VerlagPublication date: 2013Pages: 160ISBN: 9783907100929---------------------------------------getAbstract presents summaries of outstanding business books via the Internet. Its mission is to provide managers and executives worldwide with high-caliber, up-to-date business information.