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

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 ...

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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.
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Product Details

  • ISBN-13: 9780743524797
  • Publisher: Simon & Schuster Audio
  • Publication date: 12/9/2002
  • Format: CD
  • Edition description: Abridged, 3 CDs, Approx. 3 hrs.
  • Sales rank: 792,397
  • Product dimensions: 5.90 (w) x 5.30 (h) x 1.10 (d)

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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Sort by: Showing all of 2 Customer Reviews
  • Anonymous

    Posted October 31, 2007

    A reviewer

    This book takes off to a good start. The tone is straightforward. The first three elements in the sales process are focused on improving the odds that the prospect will spend time with us. Seeing things from the other person's point of view is the backbone of the 'Sales Advantage' approach to selling. The content in this book does a good job selling itself to you while it teaches you how to sell to others. However, being a partial offshoot of 'How to Win Friends and Influence People' you tend to find the same excessive rambling you found in this earlier work. The Sales Advantage tools and principles can energize your selling efforts. They can empower you, challenge you, and give you a new level of confidence in your sales abilities. The objective of The Sales Advantage is to strengthen the performance and behavior of salespeople. The concepts provide a repeatable sales process that helps salespeople to sell from a buyer's point of view. Written in step-by-step form, the Sales Advantage will enable any person in sales to design a win-win selling model. This how-to guide has chock full of examples covering a gamut of sales undertakings. Your attitude makes all the difference in whether the tools will motivate you to build the solid customer-focused relationships you need for long-term success in selling. Learning how to sell using the Sales Advantage tools and principles will increase the odds that we will overcome sales challenges successfully. How? By learning to see the buying and selling process from the customer's point of view. FEW IDEAS: 1) Get around people who are passionate about selling. 2) Read, Watch, and listen to inspirational material. 3) Talk to customers who love the product or service you sell. 4) Write out your vision and invest yourself emotionally in your job. THREE THINGS TO KEEP IN MIND: 1) You get the sales advantage by learning how to use the tools and principles. 2) You keep the advantage by committing to practicing the use of the tools, day in and day out, until they become second nature. 3) You sell more than ever by having the right attitude about selling, by building customer-focused relationships, and by looking for ways to get out of your comfort zone and try something different.

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  • Anonymous

    Posted March 16, 2009

    No text was provided for this review.

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