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Este libro te ofrece los siguientes beneficios:-- Aplicaci�n de sus temas a tu pr�ctica cotidiana como Agente Profesional de Seguros (es decir, no se trata de un libro sobre ventas en general, sino de uno adaptado precisamente a los productos y sistemas de tu compa��a).-- Dise�ado en funci�n de una necesidad y un objetivo claros en la actualidad: m�s ventas cruzadas, clientes de m�s calidad y carteras m�s sanas.-- El autor, Jorge Pinkus, cuenta con una experiencia de m�s de 31 a�os directamente en consultor�a y capacitaci�n de ventas, habiendo sido Gerente General de Capacitaci�n de Ventas en una de las compa��as de seguros m�s grandes de M�xico; e incluso, anteriormente, Agente de Seguros, por lo que su conocimiento y dominio del campo te resultar� de gran utilidad.-- El libro te invita a que sea una experiencia altamente participativa, de modo que se garantice el inicio de la aplicaci�n de los temas revisados a tu pr�ctica diaria.-- Al realizar el Proyecto Inicial antes de leer el resto del libro, estar�s en mejores posibilidades de aprovechar las t�cnicas que aprender�s durante su lectura. Este Proyecto Previo, en s� mismo, te ser� de gran utilidad.-- Se utilizan en los proyectos, ejercicios y din�micas del libro los productos, servicios y planes de seguros, as� como se parte del conocimiento y aplicaci�n de la mentalidad de los clientes mexicanos. De este modo, sentir�s que en efecto obtienes t�cnicas y sistemas de aplicaci�n �til, concreta y provechosa.-- Terminar�s tu lectura del libro con un Plan Espec�fico de Acci�n, con ideas y actividades de aplicaci�n con fechas determinadas, con objeto de dar un seguimiento concreto.
Mi nombre es Juan Carlos Fernández Alemán, tengo 22 años en Corretaje de Seguros, tengo más de 20.000 pólizas vendidas en el mercado local e internacional, vengo de 3 generaciones en el corretaje de seguros. He escrito este libro para que tu puedas triunfar en ventas aplicando el método #gojuancago en cualquier área que te especialices. Acá te vamos a dar todas las claves para que tengas éxito, para que tu carrera sea mucho más fácil y puedas lograr las metas con una cartera de negocios sólida que se Mantenga año a año. En este libro te vamos a dar todas las herramientas, desde la presentación personal, las redes sociales, cómo crear tu marca personal, cómo ser exitoso, que significa la proximidad, cuáles son las claves exponenciar tus ventas. Todas las dudas te las vamos a aclarar y te vamos a decir, cómo hacer networking, cómo hacer rapport, cómo llegarle a los clientes, como logre empatía a través de las redes sociales, cómo cerrar más clientes y como pedir referidos. Este es el mejor libro para vendedores.
Superb general account.' Times Literary Supplement The story of the history of Western astrology begins with the philosophers of Greece in the 5th century BC. To the magic and stargazing of Egypt the Greeks added numerology, geometryand rational thought. The philosophy of Plato and later of the Stoics made astrology respectable, and by the time Ptolemy wrote his textbook the Tetrabiblos, in the second century AD, the main lines of astrological practice as it is known today had already been laid down. In future centuries astrology shifted to Islam only to return to the West in medieval times where it flourished until the shift of ideas during the Renaissance.
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficial long-term business relationship. In Consultative Selling, sales consultant Mack Hanan helps you achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You’ll learn how to: create a two-tiered sales model to separate consultative sales from commodity sales; build and use consultative databases for value propositions and proof of performance; study your customers’ cash flows to win proposals; use consultative selling strategies on the web; and cope with--and reverse--the inevitable “no.” For over four decades, Consultative Selling has empowered countless sales professionals to reap maximum success. Now, packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics, the eighth edition of this invaluable resource will bring you wide-ranging success--making the competition irrelevant.
"Far and away the best short introduction to Marxist criticism (both history and problems) which I have seen."--Fredric R. Jameson "Terry Eagleton is that rare bird among literary critics--a real writer."--Colin McCabe, The Guardian