Download The Sales Advantage: How to Get It, Keep It, and Sell More than Ever AudioBook Free
The two crucial questions most often asked by salespeople are: "How do i close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You figure out how 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 wide spectrum of competition. Moreover, a lot of what the normal old-time salesperson did is now done by e-commerce. The brand new sales professional must capture and maintain customers by firmly taking a consultative approach and understanding how 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 build up long-term customer relationships and help make those customers more successful -- a key competitive advantage. This audiobook includes specific advice for every single stage of the eleven-stage selling process, such as:
- How to find prospects from both existing and new accounts
- How to determine customers' needs, such as their primary interest (what they want), buying conditions (requirements of the sale), and dominant buying motive (why they want it)
- How to market beyong questions of price
