The Sales Advantage
How to Get it, Keep it, and Sell More Than Ever: 3 Spoken Word Cds, 3 Hours Abridged edition [CD-Audio/MP3 Edition]
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Sales Advantage by Dale Carnegie
Book DescriptionThe 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.
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Book DetailsISBN: 9780743524797
(40mm x 152mm x 32mm)
Imprint: Simon & Schuster Australia
Publisher: Simon & Schuster Australia
Publish Date: 21-Mar-2003
Country of Publication: Australia
Books By Author Dale Carnegie
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In this book Dale Carnegie wrote about characters from all walks of life, some of them his contemporary and some from history and has tried to highlight their habits, including Albert Einstein, Edgar Allan Poe, Cleopatra, Lenin, Christopher Columbus, and more...
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