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Inhaltsangabe

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 amid 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
  • The importance of doing research before approaching potential customers
  • 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 reach the decision makers
  • How to sell beyond 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.

  • ©2003 Dale Carnegie & Associates Inc., All Rights Reserved (P)2003 Simon & Schuster Inc., All Rights Reserved, SOUND IDEAS Is an Imprint of Simon & Schuster Audio Division, Simon & Schuster Inc.

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