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| Business
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| The
Sales Success Handbook: 20 Lessons to Open
and Close Sales Now |
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| By: |
Linda
Richardson |
| Publisher: |
McGraw Hill
Book Company |
| Format: |
Trade
Paperback |
| Price: |
$21.95 |
| Unit of Measure: |
Copy |
| About the
Book: |
The classic
"features and benefits" sales approach is dead.
To sell today, you must add value, provide
perspective, and show customers how your product
will quickly and consistently solve their
specific needs.
First, of course, you
must listen to your customers--to discover
exactly what their specific needs
are.
The Sales Success Handbook outlines
a battle-tested, six-step program for hearing
and understanding exactly waht your customers
have to say and selling solutions instead of
just selling products. Legendary sales trainer
and author Linda Richardson presents 20 powerful
lessons you can use to:
• Learn from your
customers
• Develop a questioning
strategy
• Drill down to needs
• Listen to
question meaning
• Positon solutions
• Use
objections to win business
• Avoid closing
tactics
• Leverage your resources
• Build
your dialogues
Selling has never been
more difficult than it is today. Internet-savvy
customers already know what your product is;
they want to know what it can do for them. The
Sales Success Handbook will show you how to sell
to today's customers, not by what you tell them
but by how well you listen to what they have to
say--and persuasively position the value you
bring to meet their business and personal
needs.
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Provincial order will be charged additional $6.95/Order. | | | | |
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