Sales Techniques (Briefcase Books Series)

Overview

Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal.

From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today's...

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Sales Techniques

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Overview

Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal.

From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today's more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.

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Product Details

  • ISBN-13: 9780071430012
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 2/10/2004
  • Series: Briefcase Books Series
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 180
  • Sales rank: 718,303
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.60 (d)

Meet the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

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Table of Contents

Preface
Acknowledgments
1 21st Century Selling 1
2 Professional Selling: The Insider Secrets 15
3 Focus, Alignment, and Leverage 36
4 The Investigate Step (Part 1) - Positioning 48
5 The Investigate Step (Part 2) - Prospecting 59
6 The Investigate Step (Part 3) - Pre-Call Planning 76
7 The Meet Step: Engaging Your Prospect Face to Face 89
8 The Probe Step: Asking Questions That Make the Sale 102
9 The Apply Step: Making Your Product or Service Solve Problems 118
10 The Convince Step: Making Your Prospect Believe 138
11 The Tie-It-Up Step: Concluding and Closing 153
12 How to Build and Sustain Sales Momentum 168
Index 179
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