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

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

Volume 3
Today $17.45
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, increa......more

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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.

Author:
Crom, Michael
Genre:
BUSINESS & ECONOMICS / Sales & Selling / General
Audience:
General/trade
Edition Detail:
Abridged
Format:
CD-Audio
Language:
English
Publisher:
Simon & Schuster
Publish Date:
01/01/2003
ISBN:
9780743524797
Height:
5.0 in
Wdth:
6.0 in
Thickness:
1.25 in
Unit weight:
0.42 lb
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