Winning Group Sales Presentations: A Guide to Closing the Deal

Winning Group Sales Presentations: A Guide to Closing the Deal

by Linda Richardson

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Overview

Winning Group Sales Presentations: A Guide to Closing the Deal by Linda Richardson

This book offers what every salesperson needs to sell products or services in the coming decade—step-by-step guidelines for developing and implementing a plan to sell to client groups. This book identifies the often unexpected things that can happen when selling to a group. Based on years of training and testing strategies and techniques in group sales situations,it is packed with practical,how-to skills. Specifically,this book explains: How to package presentation materials—and the salesperson—to suit the client's needs; how to use the valuable minutes before you present to begin creating rapport; how to deal with resistance,objections—and hostility; how to determine the powerful client decision maker and who influences him/her; how to address each client's individual concerns while keeping the entire group's attention.

Product Details

ISBN-13: 9781556232596
Publisher: McGraw-Hill Companies, The
Publication date: 09/01/1989
Pages: 170

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