What's Keeping Your Customers Up at Night? Close More Deals by Selling to Your Client's Pain

"The Dr.'s of pain have provided a prescription for those who are looking for a cure to their sales ills."--Jerry Kaplan, President, Magazine Group, Meredith CorporationPowerful, provocative, and proven techniques that send your sales figures soaringWant to open doors and win accounts that seemed beyond your reach in the past? What's Keeping Your Customers Up at Night? shows sales reps and executives how to leverage proven public relations techniques to close more deals, increase repeat business, and prosper in good times and bad. It also provides the keys to deepening relationships, up-selling customers, and keeping sales figures up in uncertain times.Following a foolproof, four-step approach, you'll learn how to:Uncover the pain using combined PR audit and sales assessment strategiesEnhance the pain using PR-type case studies and sales war storiesSell against the pain through pain-based questioning and message point developmentHeal the wound by empowering the prospect to move forward with youCody, Steven is the author of 'What's Keeping Your Customers Up at Night? Close More Deals by Selling to Your Client's Pain', published 2003 under ISBN 9780071411035 and ISBN 0071411038.