The Sales Advantage: How to Get It, Keep It, and Sell More than Ever

The Sales Advantage: How to Get It, Keep It, and Sell More than Ever

by J. Oliver Crom, Dale Carnegie, Michael A. Crom, John Dossett
     
 

The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view.
Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to

Overview

The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view.
Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amidst a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful — a key competitive advantage. This audiobook includes specific advice for each stage of the eleven-stage selling process, such as:

  • How to find prospects from both existing and new accounts
  • How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it)
  • How to sell beyong questions of price
The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.

Product Details

ISBN-13:
9780743524797
Publisher:
Simon & Schuster Audio
Publication date:
12/09/2002
Edition description:
Abridged, 3 CDs, Approx. 3 hrs.
Product dimensions:
5.90(w) x 5.30(h) x 1.10(d)

Related Subjects

Meet the Author

Dale Carnegie (1888-1955) described himself as a "simple country boy" from Missouri but was also a pioneer of the self-improvement genre. Since the 1936 publication of his first book, How to Win Friends and Influence People, he has touched millions of readers and his classic works continue to impact lives to this day.

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