As with all workable techniques and technologies, there are the pioneers who are the masters and then there are the interpreters of the masters that come later plus the "new thinkers" who attempt to show that they know the way. Les Dane was a pioneer and a terrific sales person, training and speaker. His book Big League Sales Closing Techniques is about the skills needed by every sincere salesman if he desires truly to enter the Big Leagues. There's some one hundred or more techniques for removing the "Brick Overcoat" of resistance to the sale, a term which Les Dane coined and no one since has really improved upon.
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Book Description Parker Publishing Company, Inc, 1971. Hardcover. Book Condition: New. Bookseller Inventory # P110130761257
Book Description Parker Publishing Company, Inc., West Nyack, N.Y. Hardcover. Book Condition: New. 0130761257 New Condition. Bookseller Inventory # NEW6.0044823