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ISBN: 0814479901Издательство: AMACOM
What does it take to close more sales? It takes the skills and knowledge to quit making the same mistakes over and over--like failing to ask good questions or presenting desirable solutions or handling objections or making the customer feel comfortable. As a professional sales trainer, Mike Stewart has targeted the most rampant selling errors. And he's developed a set of practical guidelines for overcoming the problems and achieving sales success. With a focus on real-life problems and solutions, the book teaches business-to-business salespeople how to: * incorporate hard-driving closing strategies into softer, consultative selling techniques * use a customer-centered approach to identify and sell what the customer values * master the sales process--from properly planning to actively listening to asking for the sale * eliminate the crippling effect of fear by building confidence and expertise.