The Million Dollar Sale: How to Get to the Top Decision Makers and Close the Big Sale

The Million Dollar Sale: How to Get to the Top Decision Makers and Close the Big Sale

by Patricia Gardner, Timothy Haas
     
 

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How to find and close million-dollar deals . . . in just two sales calls!

No matter how polished a sales presentation is, it's almost impossible to close the deal without talking to the right person. The key is forming powerful selling alliances with "Codebreakers"--sales reps from non-competing firms already doing millions of dollars of business with

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Overview

How to find and close million-dollar deals . . . in just two sales calls!

No matter how polished a sales presentation is, it's almost impossible to close the deal without talking to the right person. The key is forming powerful selling alliances with "Codebreakers"--sales reps from non-competing firms already doing millions of dollars of business with your target clients. In The Million Dollar Sale, sales guru Patricia Gardner tells you how to find Codebreakers, gain their interest, and work with them to land those quota-busting deals you dream about.

Gardner makes a strong case for adopting a team sales approach that brings everybody from R&D staff to customer support into the sales equation. She describes how she closed $7 million in her first year using her Codebreaker system and takes you inside multimillion-dollar deals with Johnson & Johnson, Verizon, TransAmerica, Vanguard, Goodyear, Xerox, and other top companies. And she brings fresh insight to the entire sales process, showing you how to:

  • Find and cultivate Codebreakers in every industry sector
  • Research target clients and develop three potential projects before you meet
  • Form and manage tactical teams to rapidly create and deliver multimillion-dollar business solutions
  • Prepare for and deliver pitch-perfect presentations that close the deal
  • Maximize revenue in existing accounts while seeking and winning new business

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Product Details

ISBN-13:
9780071458474
Publisher:
McGraw-Hill Education
Publication date:
10/21/2004
Sold by:
Barnes & Noble
Format:
NOOK Book
Pages:
179
Sales rank:
991,431
File size:
1 MB

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