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Sales Advantage

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Sales Advantage

How to Get it, Keep it, and Sell More Than Ever: 3 Spoken Word Cds, 3 Hours

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The Sales Advantage: How to Get it, Keep it, and Sell More Than Ever: 3 Spoken Word Cds, 3 Hours by Dale Carnegie
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Description

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.
  • Release date NZ
    March 21st, 2003
    Collection
    Country of Publication
    Australia
    Edition
    Abridged edition
    Illustrations
    digital
    Imprint
    Simon & Schuster Australia
    Dimensions
    152x40x32
    ISBN-13
    9780743524797
    Product ID
    1686029

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