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J. Oliver CromThe Sales AdvantageJ. Oliver CromThe Sales AdvantageHow to Get It, Keep It, and Sell More Than EverABRIDGEDCD
UPC: 9780743524797Release Date: 1/1/2003
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:
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