If you earn your living in sales, this income-boosting guide is a must-read. Practical exercises reveal the secrets of professional selling, including creative prospecting techniques, defrosting cold calls, strategizing and conducting successful face-to-face sales calls, and overcoming objections. It describes the attributes leading to sales success in a way that allows you to integrate them easily and comfortably into your own sales efforts.
To explain how to make the most of a selling opportunity
To show how to organize for better sales
To discuss customer resistance and how to counter concerns
To explain ways to understand customer styles