The Sales Advantage - How to Get It, Keep It, and Sell More Than Ever

Informationen zum Autor Dale Carnegie Associates and Michael Crom Klappentext Now, for the first time ever, the time-tested, proven techniques perfected by the world-famous Dale Carnegie® sales training program are available in book form. 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 as recently as ten years ago 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. The book 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 cutting-edge sales techniques in this book are based on interviews accumulated from the sales experiences of professionals in North America, Europe, Latin America, and Asia. This book, containing more than one hundred examples from successful salespeople representing a wide variety of products and services from around the world, provides practical advice in each chapter to turn real-world challenges into new opportunities. 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. Introduction I don''t think anybody is cut out to be a salesperson or anything else. I think we''ve got to cut ourselves out to be whatever we want to be. -- Frank Bettger When it comes to the importance of sales professionals in today''s marketplace, Red Motley sums it up best: "Nothing happens until somebody sells something." That may seem like a bold statement, but look at it this way: Would the driver for an international freight company have a job if somebody hadn''t sold the products being delivered? Would the construction worker have a job if a site developer hadn''t sold the City Council on the idea of a retail store? Would the aerospace engineer have a job if an account executive hadn''t secured a new contract for commercial jets? Those are just a few examples of how powerful the sales professional''s role is in driving the world economy. You could say the same thing about virtually any business. In fact, next time you see a truck on the highway, drive past a construction site, or board an airplane, you can smile and think to yourself: "All of this activity around me is happening because of what I do." To us, that''s exciting. Salespeople are leaders. They truly make things happen. In the minds of customers, they are the face of the company. And those who succeed in building strong business relationships are often paid very well for their efforts. Despite the impressive rewards that await top sales performers in most industries, many salespeople don''t reach their full potential. Why? Because they don''t unde...

Product details

• Authors: Dale Carnegie, Dale/ Crom Carnegie, J. Oliver Crom, Michael A. Crom
• Publisher: Free Press USA
• Languages: English
• Product format: Paperback / Softback
• Released: 02.03.2013
• EAN: 9780743244688
• ISBN: 978-0-7432-4468-8
• Dimensions: 156 mm x 230 mm x 23 mm
• Subject: Social sciences, law, business > Business