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"The Sales Advantage: How to Get it, Keep it, and Sell More Than Ever "

"The Sales Advantage: How to Get it, Keep it, and Sell More Than Ever "

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

by Dale Carnegie
CD-Audio
Publication Date: 21/03/2003

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$46.99
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.
ISBN:
9780743524797
9780743524797
Category:
Educational: Business studies & economics
Format:
CD-Audio
Publication Date:
21-03-2003
Language:
English
Publisher:
Simon & Schuster Australia
Country of origin:
Australia
Dimensions (mm):
40x152x32mm
Weight:
0.18kg
Dale Carnegie

Dale Carnegie, known as 'the arch-priest of the art of making friends', pioneered the development of personal business skills, self-confidence and motivational techniques.

His books most notably How to Win Friends and Influence People - have sold tens of millions worldwide and, even in today's changing climate, they remain as popular

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