Total Selling: A Step-by-Step Guide to Successful Sales

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Sourcebooks, Inc., Oct 1, 2004 - Business & Economics - 272 pages
Warren Wechsler, founder and president of Total Selling Inc., presents this practical, hands-on guide to being a Total Sales Person. In an easy to follow format, Wechsler explains how to develop an effective strategic sales plan, devise successful ways of selling, how to rank prospects, what to say when approaching people for the first time, what is the exact number of times to contact people in a given time frame and much more. Readers will learn from an experienced, expert salesperson how to implement the step-by-step process of professional selling.

Topics include:
- Why salespeople fail
- Selling as telling is a myth
- How to resurrect lost accounts
- Major account strategy: how to compete for and win major accounts
- Obligating questions as selling advantage
- The power of silence
- Business failures and relocations
- Creating a winning game plan
- The five elements of effective sales practice
- Being persistent without being a pest
 

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Contents

Sales Process
29
Sales Plan
139
Sales Practice
181
Total Selling Toolkit
243
Index
257
About the Author
260
Back Cover
261
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About the author (2004)

Total Selling Inc. is a Minneapolis-based training and consulting company whose clientele includes 3M, Citigroup, the Marriott chain, Deloitte and Touche, American Express Financial Services, State Farm Insurance, and National Public Radio among many others. Warren Wechsler is the author of The Six Steps to Excellence in Selling. He lives in Fairfield, Iowa.

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