Master Selling, Maximize Success: Effective Strategies for Realizing Your Goals

Overview

Any great salesperson will tell you that mastering the fundamentals is the key to sales success. This latest addition to the Positive Business series is a comprehensive guide to every aspect of selling. Expert consultant Kristina Susac's unique approach gives readers a complete understanding of the entire sales process: from preparation, to presentation skills, to post-sale customer care and retention. Tools for understanding the customer's perspective are presented throughout, such as establishing rapport, ...

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Overview

Any great salesperson will tell you that mastering the fundamentals is the key to sales success. This latest addition to the Positive Business series is a comprehensive guide to every aspect of selling. Expert consultant Kristina Susac's unique approach gives readers a complete understanding of the entire sales process: from preparation, to presentation skills, to post-sale customer care and retention. Tools for understanding the customer's perspective are presented throughout, such as establishing rapport, developing listening skills, and identifying customer motives, issues, and needs. Susac's distinctive holistic approach addresses the emotional factors that impact the bottom line, such as motivation, life-work balance, rejection, adversity, and radiating a positive attitude. Step-by-step training exercises and practical real-world advice guarantee that readers will come away with the skills to make selling both a profitable and fulfilling experience from beginning to end.

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Product Details

  • ISBN-13: 9781615524112
  • Publisher: Chronicle Books LLC
  • Publication date: 12/28/2004
  • Pages: 160
  • Product dimensions: 6.20 (w) x 9.20 (h) x 0.60 (d)

Meet the Author

Kristina Susac owns Strategic Training International, a corporate consulting firm. Her clients include Coca Cola, DHL, Xerox, AT&T, and American Express. She lives in Berkeley, California.

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