by Carlos Rosser · FUNDACION CONFEMETAL · tapa blanda · ISBN 9788495428370
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«Cómo vender a clientes resistentes» is the sales manual by Carlos Rosser, published by Fundación Confemetal in paperback (253 pages, in Spanish).
The book proposes a method to reduce customer resistance during the sales conversation. Its central technique is pace & leading: accompanying the interlocutor to build rapport and then steering the conversation toward the sale. It includes hypnotic language rules to avoid objections and reinforce the seller's persuasive ability.
The full subtitle is «La técnica de ventas Pace & Leading» and the work falls within sales management and marketing.
It interests salespeople, commercial agents, and marketing professionals who work with resistant customers and want to improve their effectiveness in closing sales.
