Master Selling, Maximize Success: Effective Strategies for Realizing Your Goals

Front Cover
Chronicle Books, Dec 2, 2004 - Business & Economics - 160 pages
Any great salesperson will tell you that mastering the fundamentals is the key to sales success. This latest addition to the Positive Business series is a comprehensive guide to every aspect of selling. Expert consultant Kristina Susac's unique approach gives readers a complete understanding of the entire sales process: from preparation, to presentation skills, to post-sale customer care and retention. Tools for understanding the customer's perspective are presented throughout, such as establishing rapport, developing listening skills, and identifying customer motives, issues, and needs. Susac's distinctive holistic approach addresses the emotional factors that impact the bottom line, such as motivation, life-work balance, rejection, adversity, and radiating a positive attitude. Step-by-step training exercises and practical real-world advice guarantee that readers will come away with the skills to make selling both a profitable and fulfilling experience from beginning to end.
 

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Contents

AUTHORS INTRODUCTION
8
KNOWING YOUR PRODUCTS
14
MANAGING YOUR TERRITORY
20
PROSPECTING
26
Positive coldcalling
33
Creating a precall planning worksheet
41
DEVELOPING RAPPORT
48
MEETING YOUR CUSTOMERS ORGANIZATIONAL
3
Flex your way to success 75
13
KEY SELLING SKILLS 80
3
Involve your audience 93
14
Creating a WINWIN situation 107
29
TIMEMANAGEMENT
120
MANAGING ACCOUNTS 134
EXCEEDING CUSTOMER EXPECTATIONS 150
ACTIVE LISTENING 76

Understand the illness before prescribing a remedy 61
9
Communicating positively without saying anything 67
11

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About the author (2004)

Kristina Susac owns Strategic Training International, a corporate consulting firm. Her clients include Coca Cola, DHL, Xerox, AT&T, and American Express. She lives in Berkeley, California.

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