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5. Verstehen: Erkennen Sie, was der Kunde kaufen will

  • 2020
  • OriginalPaper
  • Chapter
Published in:
Author
Stephan Heinrich
Published in
Verkaufen an Top-Entscheider
Publisher
Springer Fachmedien Wiesbaden

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Zusammenfassung

Was Ihnen dieses Kapitel bietet Sie haben aufgrund Ihrer kreativen Ideen und eines Entscheider-Briefs das Interesse Ihres Wunschkunden geweckt und im Telefonat erreicht, dass er einen Termin mit Ihnen vereinbart hat. In diesem Kapitel steht die professionelle Gesprächsführung im Mittelpunkt: Wie müssen Sie die „Zielperson“ ansprechen, um sie als Kunden zu gewinnen und langfristig und nachhaltig an Ihr Unternehmen zu binden? Das Herzstück im Vision Selling bildet dabei die VI-SI-ON-Fragetechnik.

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previous chapter Ansprechen: Dringen Sie schnell zum Top-Entscheider durch
next chapter Umsatz generieren: Treiben Sie den Entscheidungsprozess voran
Title
Verstehen: Erkennen Sie, was der Kunde kaufen will
Author
Stephan Heinrich
Copyright Year
2020
Book
Verkaufen an Top-Entscheider

Print ISBN: 978-3-658-29328-4

Electronic ISBN: 978-3-658-29329-1

Copyright Year: 2020

DOI
https://doi.org/10.1007/978-3-658-29329-1_5