The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof

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McGraw Hill Professional, Oct 22, 2003 - Business & Economics - 288 pages

Reveals the secrets behind the phenomenal success of today's top sales professionals

In The 10 Immutable Laws of Power Selling, leading sales consultant and trainer James DeSena reveals the secret behind the uncanny success of an elite group of sales professionals who consistently break all records, in every selling environment.

DeSena shows how the most exceptional performers in the sales arena are those who act like leaders--they take the lead in meeting new challenges, and they adapt to those challenges with innovative solutions and added value for grateful customers.

With the help of stories from American Express, Honeywell, The Gap, and other top companies, DeSena teaches readers:

  • The 10 key imperatives for becoming an exceptional performer in today's selling environment
  • How to apply the principles of leadership to win and keep loyal customers, make more sales, and earn higher commissions-- even in a recession
  • How to identify clients' needs and create solutions to fit those needs
  • How to build strong relationships with customers and manage those relationships for long-term success
 

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Contents

Make the Sale Four Strategies for Producing HighValue Solutions and Building Lasting Customer Relationships
1
Take the Lead Find the Limits and Then Exceed Them by Owning Innovative Customer Solutions
69
Win Tips and Techniques for Getting Results Accomplishing Priorities and Creating Continuing Success
141
Always Strive to Improve
177
Bibliography
209
Index
213
Copyright

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About the author (2003)

James DeSena is a sales consultant whose clients include Chrysler, Carnegie Bank, Intel, Johnson & Johnson, Novartis, Procter & Gamble, Sharp Electronics, and other Fortune 500 companies.

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