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Bibliographic Detail
Publisher
Simon & Schuster
Publication date
January 1, 2003
Pages
283
Binding
Paperback
Book category
Adult Non-Fiction
ISBN-13
9780743244329
ISBN-10
074324432X
Availability§
Apply Direct
Original list price
$15.00
§As reported by publisher
Amazon.com says people who bought this book also bought:
How to Develop Self-Confidence and Influence People by Public Speaking | Make Yourself Unforgettable | The Leader in You | Leadership Mastery | The 5 Essential People Skills | How To Stop Worrying And Start Living | How to Win Friends & Influence People
How to Develop Self-Confidence and Influence People by Public Speaking | Make Yourself Unforgettable | The Leader in You | Leadership Mastery | The 5 Essential People Skills | How To Stop Worrying And Start Living | How to Win Friends & Influence People
Summaries and Reviews
Amazon.com description: Product Description: 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 amidst 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:
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 amidst 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
- 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 sell beyong questions of price
Editions
Paperback
from Free Pr (March 16, 2013)
9780743244688 | details & prices | 283 pages | 6.00 × 9.00 × 1.00 in. | 0.92 lbs | List price $19.99
The price comparison is for this edition
from Simon & Schuster (January 1, 2003)
9780743244329 | details & prices | 283 pages | List price $15.00
About: The two crucial questions most often asked by salespeople are: "How can I close more sales?
About: The two crucial questions most often asked by salespeople are: "How can I close more sales?
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