This book offers what every salesperson needs to sell products or services in the coming decadestep-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 materialsand the salespersonto suit the client's needs; how to use the valuable minutes before you present to begin creating rapport; how to deal with resistance,objectionsand 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.
|Publisher:||McGraw-Hill Companies, The|