Why Salespeople Fail
by Roy J Hartmann
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Platforms
Windows Vista / XP / 2000, Mac OS X, Sony Reader Features
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Availability:
Download Now Price: $10.42
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Why Salespeople Fail Summary
| "Why Salespeople Fail" focuses on what sales managers agree is the main reason for sales failure: a salesperson's negative sales attitude. An accurate INDEX makes possible quick location of topics, such as how a salesperson unknowingly injects his doubt into sale after sale; why a salesperson must make clear the benefits of sales features; why a salesperson should never show his doubt to prospects; how to handle the ambivalent prospect; the difference between a "need" and a "want"; the emphasis in selling should be on value-not price; the importance of a salesperson's choice of words; three "trial closes" to test a prospect's readiness to buy; and how to uncover a prospect's real reason for not buying. Addressed to the salesperson, Why Salespeople Fail can do more than ensure a salesperson's success. The insight this book provides enables a sales manager--or a company--to reduce the cost of sales turnover. Why Salespeople Fail is available as a paperback as well as in an electronic format. |
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eBooks > Titles > Authors > Business > Marketing > Roy J Hartmann > Why Salespeople Fail
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