How You Make a Sale

( 1 )

Overview

The basic keys to selling, without the fluff, so salespeople can stop reading and start selling! The problem with other books on sales for beginners is that they either talk above the heads of the beginning salesperson, or they are too focused on tricks and shortcuts to closing the deal. Frank McNair's How You Make the Sale speaks to beginning salespeople at their level-so they can put the advice to work right away.

By following eight simple steps, this essential guide teaches ...

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Overview

The basic keys to selling, without the fluff, so salespeople can stop reading and start selling! The problem with other books on sales for beginners is that they either talk above the heads of the beginning salesperson, or they are too focused on tricks and shortcuts to closing the deal. Frank McNair's How You Make the Sale speaks to beginning salespeople at their level-so they can put the advice to work right away.

By following eight simple steps, this essential guide teaches anyone how to sell anything. It also gives sales managers everywhere a simple sales book that teaches the principles of honest selling in an accessible and easy-to-grasp way.

The perfect primer for any new salesperson, or for non-sales employees who suddenly find themselves doing a sales function.

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Editorial Reviews

Soundview Executive Book Summaries
Master salesman Frank McNair believes that salespeople can sell a product that interests them to the people they value while still maintaining their integrity. To show them how, he presents the skills for listening, processing what is learned, and matching the product or service to the customer's problem. While breaking down the sales process, McNair offers better ways to perform prior research, meet and greet, discover needs, describe features, present a solution, deal with resistance, close, follow up, and create satisfied customers. Copyright © 2006 Soundview Executive Book Summaries
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Product Details

  • ISBN-13: 9781402204357
  • Publisher: Sourcebooks, Incorporated
  • Publication date: 10/1/2005
  • Edition description: New Edition
  • Pages: 336
  • Sales rank: 1,226,130
  • Product dimensions: 5.00 (w) x 7.00 (h) x 0.87 (d)

Meet the Author

Frank McNair combines more than a dozen years of managerial experience with a decade and a half in the training arena. He was a Brand Research Analyst at R. J. Reynolds Tobacco Company and a Product Manager at the L'eggs Division of Sara Lee Corporation.
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Table of Contents

Preface/Introduction: Selling is not a Black Art Chapter One: Sales as a High Calling; Selling as Service Chapter Two: The Consumer Buying Cycle: How do Buyers Decide to Buy?
Chapter Three: The Sales Process: How Does a Sale Unfold?
Chapter Four (Sales Step One): Research Prior to the Sale; Identifying the Hot Buttons and Flagging the Landmines Chapter Five (Sales Step Two): Meet and Greet: You have to Sell Yourself before You Can Sell Your Product Chapter Six (Sales Step Three): Discovery: Questioning for Results Chapter Seven (Sales Step Four): Features and Benefits: The Difference and Why it Matters Chapter Eight (Sales Step Five): Making the Case/Presenting the Solution Chapter Nine (Sales Step Six): The Objective is Objections: Dealing with Resistance Chapter Ten (Sales Step Seven): Closing: It's OK to Ask for the Order Chapter Eleven (Sales Step Eight): Following Up for Ongoing Profitability Chapter Twelve: Final Things

Frank McNair combines more than a dozen years of managerial experience with a decade and a half of work in the training arena. He worked with the Krispy Kreme sales team to set the stage for their national brand rollout. He was a Brand Research Analyst at R. J. Reynolds Tobacco Company and a Product Manager at the L'eggs Division of Sara Lee Corporation. As a partner in McNair & McNair, Frank combines hands-on business experience with dynamic communication skills to deliver exceptional training.

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Customer Reviews

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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted May 1, 2006

    The portable sales coach

    In clear, succinct, readable fashion, author Frank McNair summarizes time-honored sales counsel. His book is well-organized and straightforward. After each chapter, he provides a brief self-test that will help you remember his most important points. This book does not waste your time with hokey yarns instead, it is refreshingly businesslike and easily portable. We recommend this handbook to neophytes who are starting their sales-advice libraries and to experienced salespeople who want a refresher course.

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