The Sales Advantage (CD Audiobook) - 9780743524797
Un libro in lingua di Crom J. Oliver (EDT) Crom Michael (EDT) Carnegie Dale (COR) Dossett John (NRT) edito da Simon & Schuster, 2003
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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
Informazioni bibliografiche
- Titolo del Libro in lingua: The Sales Advantage (CD Audiobook)
- Sottotitolo: How to Get It, Keep It, & Sell More Than Ever
- Lingua: English
- Autori : Crom J. Oliver (EDT) Crom Michael (EDT) Carnegie Dale (COR) Dossett John (NRT)
- Editore: Simon & Schuster
- Collana: Simon & Schuster (CD/Spoken Word)
- Data di Pubblicazione: 01 Gennaio '03
- Genere: BUSINESS and ECONOMICS
- Argomenti : Selling Sales management Sales personnel Training of
- Dimensioni mm: 127 x 152 x 31
- ISBN-10: 0743524799
- EAN-13: 9780743524797