Take Your Sales to the Next Level: Advanced Skills to Build Stronger Relationships and Close More Deals

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More About This Book

Overview

Expand your customer relationships into

higher levels of commitment—and close more sales!

You may have many great customer relationships—but there’s a good chance you have an even

greater number of relationships that aren’t where you want them to be.

With the lessons in Take Your Sales to the Next Level, you can move those stalled relationships to the

next level—and increase sales dramatically. Sales expert Charles D. Brennan helps you:

  • Gain solid commitments from your contacts
  • Direct conversations to reveal new, previously undisclosed information
  • Minimize and neutralize resistance
  • Build a sales closing map from start to finish

When you suddenly find yourself deftly moving conversations beyond the predictable dialogues,

you’ll know you’re on your way to greatness. Make it happen with Take Your Sales to the

Next Level.

Product Details

  • ISBN-13: 9780071745437
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 9/20/2010
  • Edition number: 1
  • Pages: 224
  • Sales rank: 694,451
  • Product dimensions: 5.90 (w) x 8.90 (h) x 0.20 (d)

Meet the Author

Charles D. Brennan is president of Brennan Sales Institute, a Philadelphia-based

consulting firm that has been providing advanced sales training programs for more

than 25 years. He is the author of the bestselling Sales Questions That Close the Sale

and the award-winning Proactive Customer Service.

Table of Contents

Introduction 1

Chapter 1 Why Business Relationships Stall Out and Reach a Peak 7

Chapter 2 Schema: Is it Happening to You? 23

Chapter 3 What Keeps You from Getting More Business? 41

Chapter 4 How to Unlock New Information 55

Chapter 5 Getting More from Your Questions 71

Chapter 6 Think Like Your Customer 101

Chapter 7 How to Hear What Others Don't 111

Chapter 8 Are You Creating a Flow in Your Conversation? 131

Chapter 9 Create a Sales Closing "Map"-a GPS to Gaining Commitment 151

Chapter 10 Reciprocal Consideration 165

Chapter 11 Dealing with Customer Put-Offs 173

Chapter 12 Just Because You Know Me Doesn't Mean You Are Getting More Business 191

Index 207

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