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Coaching Salespeople into Sales Champions
Wiley 2008; US$ 29.95How many salespeople (and managers) are not realizing their fullest potential? What stands in the way to greater performance isn’t something they don’t have but something they don’t get consistently: effective coaching . Unfortunately; most managers don’t deliver consistent, effective coaching or have the coaching skills... more...
Perfect Selling
McGraw-Hill 2008; US$ 24.00The USA Today and New York Times Bestseller!. Meet your sales objective and close more business in 20 minutes a day: CONNECT with your customer immediately; EXPLORE customer needs thoroughly and quickly; LEVERAGE your solutions persuasively; RESOLVE your customer’s questions and objections confidently; ACT when the time is right. "Your thinking... more...
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Penguin Group US 2006; US$ 23.95?Many sales processes don?t work anymore??period. But companies don?t know exactly what?s not working, or why, or what needs fixing. What?s worse, many companies are in denial that their processes are broken and will not support what they need to do going forward.? Today it's tougher than ever for sales, marketing, and business development organizations... more...
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Crown Publishing Group 2009; US$ 24.00?I have observed several hundred salespeople who were taught to use deceptive practices like ?bait and switch? and encouraged to play negotiation games with customers. They were so stressed by this behavior that they suffered from a high incidence of alcohol and substance abuse, divorce, job-jumping, and low productivity. In the same industry, I have... more...
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