Superstar Sales Secrets

Superstar Sales Secrets


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Superstar Sales Secrets by Barry J. Farber, Barry Farber

The world of sales has changed considerably over the last decade. Customers are more sophisticated -- and demanding! They expect not only a quality product, but also beyond-the-call-of-duty customer service and the opportunity to build an ongoing relationship. Today's sales professional must demonstrate a high level of honesty and integrity with an ever-increasing ability to build rapport and deeply understand the customer's wants and needs. uperstar Sales Secrets is a comprehensive guidebook for beginners, as well as a concise reference for the seasoned pro. It cuts away all the fluff and "theory" of selling and gets right down to the core skills that every salesperson needs to know. This new edition covers every aspect of the sales cycle -- from staying motivated to taking advantage of today's technologies, from the formation of a powerful presentation to the follow-up after the sale, from prospecting for new business to building stronger relationships with established customers.

Product Details

ISBN-13: 9781564146588
Publisher: Career Press, Incorporated
Publication date: 02/16/2003
Edition description: REV
Pages: 160
Product dimensions: 5.26(w) x 8.16(h) x 0.39(d)

Table of Contents

Stage 1Motivation9
Stage 2Prospecting27
Stage 3Needs Analysis59
Stage 4Presentations79
Stage 5Handing Objections95
Stage 6Closing103
Stage 7Follow-up113
Stage 8Time Management and the New Technology119
About the Author157

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