Take Your Sales to the Next Level: Advanced Skills to Build Stronger Relationships and Close More Deals

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McGraw Hill Professional, Oct 15, 2010 - Business & Economics - 224 pages

Expand your customer relationships into higher levels of commitment—and close more sales!

You may have many great customer relationships—but there’s a good chance you have an even greater number of relationships that aren’t where you want them to be.

With the lessons in Take Your Sales to the Next Level, you can move those stalled relationships to the next level—and increase sales dramatically. Sales expert Charles D. Brennan helps you:

  • Gain solid commitments from your contacts
  • Direct conversations to reveal new, previously undisclosed information
  • Minimize and neutralize resistance
  • Build a sales closing map from start to finish

When you suddenly find yourself deftly moving conversations beyond the predictable dialogues, you’ll know you’re on your way to greatness. Make it happen with Take Your Sales to the Next Level.

 

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Contents

Introduction
1
Chapter 1 Why Business Relationships Stall Out and Reach a Peak
7
Is It Happening to You?
23
Chapter 3 What Keeps You from Getting More Business?
41
Chapter 4 How to Unlock New Information
55
Chapter 5 Getting More from Your Questions
71
Chapter 6 Think Like Your Customer
101
Chapter 7 How to Hear What Others Dont
111
Chapter 8 Are You Creating a Flow in Your Conversation?
131
Chapter 9 Create a Sales Closing Mapa GPS to Gaining Commitment
151
Chapter 10 Reciprocal Consideration
165
Chapter 11 Dealing with Customer PutOffs
173
Chapter 12 Just Because You Know Me Doesnt Mean You Are Getting More Business
191
Index
207
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About the author (2010)

Charlie Brennan is president of his own consulting firm and has been a provider of advanced sales and management programs since 1984. He has delivered more than 2,000 presentations for Fortune 500 to mid-sized companies, including AT&T, Comcast, J&J, Lockheed Martin, PepsiCo, and Deloitte & Touche. Brennan is the author of AMACOM's bestselling Sales Questions that Close the Sale and the award-winning Proactive Customer Service.

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