Coaching the Sale - Discover the Issues, Discuss Solutions, and Decide an Outcome

Selling in the 21st century is a whole new game. Every day you face educated and skeptical buyers who are tired of traditional sales techniques and tricks. A whole new playbook is needed to focus on what works and unlock your potential.
Coaching the Sale brings the power of coaching to the sales process. It involves a respectful approach in which you create solutions with your prospects, resulting in greater buy-in and increased client loyalty.
Using the 3D Sales Solution, you will learn to:

• Discover the Issues
• Discuss Solutions
• Decide an Outcome

Coaching the Sale is an entirely new approach to sales, one designed to win over today's cynical customers. If you learn to work with your clients and bring them on your team, they will let you coach them to bigger sales and a long-term relationship.

About the author

Tim Ursiny, PhD, is a success coach and the author of The Confidence Plan (Sourcebooks, 2005) and The Coward's Guide to Conflict (Sourcebooks, 2003). Gary DeMoss is the author of Making the Client Connection (Dearborn, 2004) and The Financial Professional's Guide to Persuading 1 or 1,000.

Product details

• Authors: Gary DeMoss, Tim Ursiny, Timothy E. Ursiny
• Publisher: Sourcebooks
• Languages: English
• Product format: Paperback / Softback
• Released: 01.06.2006
• EAN: 9781402206351
• ISBN: 978-1-4022-0635-1
• No. of pages: 224
• Dimensions: 162 mm x 231 mm x 18 mm
• Weight: 372 g
• Subject: Social sciences, law, business > Business > Advertising, marketing