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Michael Crom has written 6 work(s)
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Paperback:
9789500723923 | Italian edition edition (Sudamericana, September 1, 2003), cover price $16.95
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: 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 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.
Paperback:
9780743244688 | Free Pr, March 16, 2013, cover price $19.99
9780743244329 | Simon & Schuster, January 1, 2003, cover price $15.00 | About this edition: The two crucial questions most often asked by salespeople are: "How can I close more sales?
CD/Spoken Word:
9780743524797 | Abridged edition (Simon & Schuster, January 1, 2003), cover price $24.95 | About this edition: Drawn from the proven techniques of the Dale Carnegie sales training program, a step-by-step guide shows salespeople how to sell from a buyer's point of view and how to cultivate long-term customer relationships.
Cassette/Spoken Word:
9780743524780 | Abridged edition (Simon & Schuster Sound Ideas, December 1, 2002), cover price $20.00 | About this edition: Drawn from the proven techniques of the Dale Carnegie sales training program, a step-by-step guide shows salespeople how to sell from a buyer's point of view and how to cultivate long-term customer relationships.
Paperback:
9781400000210, titled "Descubrase Como Lider / The Leader in You: Como Ganar Amigos, Influir Sobre Las Personas Y Tener Exito En Un Mundo Cambiante / How to Win Friends, Influence People, and Succeed in a Changing Wo" | Sudamericana, July 1, 2001, cover price $8.95 | About this edition: Redefines the message of 'How to Win Friends and Influence People' for the 1990s.
CD/Spoken Word:
9780743504126 | Abridged edition (Simon & Schuster, March 1, 2001), cover price $19.95 | About this edition: Offers step-by-step strategies for identifying personal strengths, achieving goals, increasing self-confidence, balancing work and leisure, and controlling stress in today's technology-driven business environment.
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