No Seminars in Foxholes offers practical lessons for real-world salespeople. You will learn (1) the best sales tactics to use depend on the situation; (2) the strength of your product, company, status at an account, and timing of market entry are crucial, (3) people in the sales process are swayed by politics and emotions; (4) prospects will select vendors based on how they feel about the limited inputs they have; (5) how to gather, often surreptitiously, the information you need about the decision process; (6) how to use that knowledge and other techniques to affect the outcome. One-size-fits-all approaches to sales do not work. This book will change how you view the sales profession.
No Seminars in Foxholes offers practical lessons for real-world salespeople. You will learn (1) the best sales tactics to use depend on the situation; (2) the strength of your product, company, status at an account, and timing of market entry are crucial, (3) people in the sales process are swayed by politics and emotions; (4) prospects will select vendors based on how they feel about the limited inputs they have; (5) how to gather, often surreptitiously, the information you need about the decision process; (6) how to use that knowledge and other techniques to affect the outcome. One-size-fits-all approaches to sales do not work. This book will change how you view the sales profession.
This is the QUICK sales how-to reference manual for people who want to win the sale everytime and also for those who want to buy with a real understanding of what's actually going on. It contains 68...
The Authoritative M&A Guide for Financial Advisors Buying, Selling, & Valuing Financial Practices shows you how to complete a sale or acquisition of a financial advisory practice and have...
Greta Schulz is the president and CEO of Schulz Business SELLutions based in Palm Beach, Florida. She has been involved in sales, sales management, marketing, and training for over thirty years. She...
We show you how to: Be an effective face to face and social networker Make effective telephone sales calls Conduct productive meetings Make powerful PowerPoint presentations Successfully negotiate...
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