The Sales Advantage: How to Get It, Keep It, & Sell More Than Ever (CD-Audio)

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ITEM# 3044319
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    The Sales Advantage: How to Get It, Keep It, & Sell More Than Ever (CD-Audio)
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    ITEM#: 3044319

    The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view.
    Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amidst a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. This audiobook includes specific advice for each stage of the eleven-stage selling process, such as:
    • How to find prospects from both existing and new accounts
    • How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it)
    • How to sell beyong questions of price
    The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.

    Specs

    ISBN 9780743524797
    Genre BUSINESS & ECONOMICS / Sales & Selling / General
    Format CD-Audio
    Publisher Date 2003-01-01 00:00:00.0
    Publisher Simon & Schuster
    Height 5.0 in
    Wdth 6.0 in
    Thickness 1.25 in
    Unit weight 0.42 lb
    Language English
    Subtitle How to Get It, Keep It, & Sell More Than Ever
    Volume Number 3
    Edition Detail Abridged
    Audience General/trade
    Authors Crom, Michael

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