The Million Dollar Sale

Overview

How to reach the real decision makers and close the all-important sale

How do today's most successful sales professionals close multimillion-dollar deals? They do it by teaming up with "Codebreakers" -- sales reps from non-competing firms already doing millions of dollars of business with target clients.

In The Million Dollar Sale, sales guru Patricia Gardner Explains how to find Codebreakers, gain their interest, and persuade them to form ...

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

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Overview

How to reach the real decision makers and close the all-important sale

How do today's most successful sales professionals close multimillion-dollar deals? They do it by teaming up with "Codebreakers" -- sales reps from non-competing firms already doing millions of dollars of business with target clients.

In The Million Dollar Sale, sales guru Patricia Gardner Explains how to find Codebreakers, gain their interest, and persuade them to form powerful selling alliances and describes how her Codebreaker system closed multimillion-dollar deals at Johnson & Johnson, Verizon, Goodyear, Xerox, and other top companies.

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Product Details

  • ISBN-13: 9780071445191
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 9/16/2004
  • Pages: 204
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.47 (d)

Meet the Author

Patricia Gardner runs Maximum Sales, Inc. She and her original Codebreaker system have been featured in the Wall Street Journal, Selling magazine, Entrepreneur, Sales Management Report, Transaction World magazine,  Selling Power magazine, and other major publications.

Timothy Haas is a full-time freelance writer and editor.

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Table of Contents

Foreword ix
Acknowledgments xiii
Introduction xv
Part 1 The Four Fundamentals of Sales 1
Chapter 1 The First Fundamental: Knowing Your Product or Service 3
Chapter 2 The Second Fundamental: Learning the Competition 19
Chapter 3 The Third Fundamental: Identifying Your Vertical Market and Assembling Your Tactical Team 31
Chapter 4 The Fourth Fundamental: Finding Leads 43
Part 2 The Codebreaker 53
Chapter 5 Finding Your Codebreakers 55
Chapter 6 Working with Codebreakers 69
Chapter 7 Developing Three Projects and Preparing for the First Sales Call 81
Part 3 The Two Sales Calls 93
Chapter 8 The First Sales Call 95
Chapter 9 The Reality Check and Preparing for the Second Sales Call 109
Chapter 10 The Second Sales Call 121
Chapter 11 Preparing the Proposal/Statement of Work 131
Chapter 12 The Decision-Makers' Conference Call and the Close 139
Chapter 13 Repeat Business: Picking the Low-Hanging Fruit 149
Appendix Sample Proposal 157
Index 171
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