Secrets of Top-Performing Salespeople

Secrets of Top-Performing Salespeople

by Edward Delgaizo, Seleste Lunsford, Mark Marone
     
 

How today's top sales pros consistently connect with—and close—their best, most lucrative customers

Sales pros often focus too much on operational details and forget that the secret to selling is developing strong customer relationships. Secrets of Top-Performing Salespeople reiterates that the customer is key and provides customer-based lessons

Overview

How today's top sales pros consistently connect with—and close—their best, most lucrative customers

Sales pros often focus too much on operational details and forget that the secret to selling is developing strong customer relationships. Secrets of Top-Performing Salespeople reiterates that the customer is key and provides customer-based lessons and techniques based on up-todate studies and examples from hundreds of exceptional salespeople.

This dynamic book reveals how average salespeople become exceptional by being responsive to and focused on the customer, both behaviorally and organizationally.

Profitable solutions are offered on:

  • Team selling
  • Competitive selling
  • Account management
  • Use of new technologies

Product Details

ISBN-13:
9780071423014
Publisher:
McGraw-Hill Professional Publishing
Publication date:
08/07/2003
Edition description:
REV
Pages:
172
Product dimensions:
5.40(w) x 8.30(h) x 0.52(d)

Related Subjects

Meet the Author

Edward R. Del Gaizo, Ph.D. is director of research, evaluation, and certification at AchieveGlobal and the author of High Performance Sales Organizations.

Seleste E. Lunsford is a product manager for AchieveGlobal's Sales Performance portfolio of products and services.

Mark D. Marone is AchieveGlobal's senior research manager.

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