Professional Selling (eBook, ePUB)
Why 1 out of 5 Salespeople Make 4 out of 5 Sales
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Why do 1 out of 5 salespeople make 4 out of 5 sales? That''s the question Carl G.Stevens, the 95-year-old sales professor, spent decades of his life answering. Afterresearching and interviewing more than 10,000 salespeople, he documented theirexperiences into a repeatable seven-module framework for anyone to sell anything.The sales profession has long needed the same business methodology other recognizedprofessions have: a field-tested body of knowledge, and a structured process toguarantee success. In Professional Selling, Stevens uses case studies from his salescareer-back to the Great Depre...
Why do 1 out of 5 salespeople make 4 out of 5 sales? That''s the question Carl G.Stevens, the 95-year-old sales professor, spent decades of his life answering. Afterresearching and interviewing more than 10,000 salespeople, he documented theirexperiences into a repeatable seven-module framework for anyone to sell anything.The sales profession has long needed the same business methodology other recognizedprofessions have: a field-tested body of knowledge, and a structured process toguarantee success. In Professional Selling, Stevens uses case studies from his salescareer-back to the Great Depression-to lay out a clear process for new andexperienced salespeople in every industry to: Find your prospects'' hidden buyingurges (chapter 7) Earn your prospects'' trust through proven communication principles(chapter 3) Ease your prospects'' deepest fears about your products and services(chapter 5) How to use "picture language" to arouse your customers'' desire (chapter7) How to identify and overcome the most common customer objections (chapter9)
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