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Full Description
20 Win-Win Ways TO Satisfy YOUR Customers AND YOUR Margins From his humble childhood selling fish to passersby in China to accepting the 2013 Tibbetts Award at the White House for small business excellence, Ken Kuang's inspiring story and insightful tips will empower you to take your business to the next level. Inside, you'll learn how to: • Establish credibility • Anticipate customer needs • Turn challenges into opportunities • Build a winning team • Get more by asking for less No matter what industry you're in, From Start-Up to Star provides stimulating ideas, useful stratagems, and winning tactics for businesses of all sizes.
Contents
Introduction: From Wooden Shack to White House Awards Ceremony Tip #1: Credibility sells; how to establish yours Tip #2: Selling is all about the customer Tip #3: Questions are always welcome Tip #4: Separate wants from needs; understand the story behind the question Tip #5: Anticipate customer needs, and keep the conversation open Tip #6: Positive leading; how to ask the right questions to get someone's help Tip #7: How not to communicate; The Gifts of the Magi Tip #8: Negotiation by proxy Tip #9: Purchase decision-making involves getting past a high emotional barrier Tip #10: Overcoming a superiority complex Tip #11: Price versus value Tip #12: Lowest cost and maximum profitability can coexist Tip #13: Insist on a win/win Tip #14: Crisis management; how to turn challenges into opportunities Tip #15: Disasters and innovation Tip #16: Mistakes and innovation Tip #17: Building a winning team Tip #18: McMaster issues; how we subconsciously try to avoid solving tough problems Tip #19: Writing winning proposals Tip #20: We get more by asking for less
