Tough Calls: Selling Strategies to Win Over Your Most Difficult Customers

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9780814479254: Tough Calls: Selling Strategies to Win Over Your Most Difficult Customers

Gathers practical advice and closing strategies specifically tailored to twenty categories of abrasive, indecisive, incompetent, or difficult customers, and discusses the pitfalls of doing business with each type

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About the Author:

Josh Gordon is the author of three books on the subject of selling and is a nationally recognized expert on the subject. He has been interviewed on CNNfn, CNBC, National Public Radio (on PRI's "Marketplace"), The Fortune Business Report, Wall Street Journal TV, and WCBS Radio.

Gordon’s books have been written up in Fortune, Business Week, USA Today (three times), Success (twice), The Mail On Sunday (UK), Inc. Magazine, Sales and Marketing Management, and Selling Power. Gordon’s ideas and books have been the cover stories of 13 magazines and newsletters on selling.

From Booklist:

Gordon is president of his own company, which represents publishers, and he sells advertising space for trade magazines. Instead of offering the usual advice for overcoming sales resistance, he provides this practical manual on handling 20 specific types of problem or difficult customers. Among the types profiled are those who are indecisive, abrasive, or incompetent. Gordon warns of possible pitfalls in handling each type, and he details a dozen or more selling and closing strategies for each circumstance. Without resorting to the motivational exhortation found in many guides to selling, Gordon offers straightforward, usable advice--advice that might even be helpful on occasion at the circulation or the reference desk! David Rouse

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Josh Gordon
Published by AMACOM (1997)
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