Professional Selling (CRISP FIFTY-MINUTE SERIES) - Softcover

Morgan, Rebecca L.

Softcover

ISBN 10: 0931961424 ISBN 13: 9780931961427

Publisher: Crisp Pub Inc, 1995

Synopsis

The secrets of professional selling: prospecting, cold calls, strategy and overcoming objections.

About this title

About the Author

Rebecca L. Morgan, CSP, is a professional saleswoman and author. She shares her enthusiasm, humor and straightforward style will make you not want to put this book down.

In addition to serving as Managing Partner in Morgan Seminar Group in San Jose, CA, Rebecca is an engaging speaker, seminarist and author. She works with organizations that want their people to work smarter, and with individuals who want to get more done. Her topics include: sales, time management, communication, and customer service.

At the age of five, Rebecca made her first sales calls, selling her mother's ripe red tomatoes door to door with her brother. Smelling success, or at least tomatoes, she loved trading goods for money. Nearly twenty years later, she began her professional career in 1980 selling retirement plan administration, life and health insurance to small corporations in the San Francisco Bay Area.

She loved serving people by helping educate them on how her services would help them. And they loved buying from her. Her enthusiastic and effective methods caught the eye of Mike Crisp, the owner of Crisp Publications, who asked her to capture her successful techniques in the book, Professional Selling.

Rebecca has authored four popular books, Professional Selling, Life's Lessons: Insights and Information for a Richer Life, TurboTime: Maximizing Your Results Through Technology, and Calming Upset Customers. Additionally, Rebecca has produced numerous audio cassette programs and has been featured on Nightingale-Conant's audio sales magazine, Sound Selling. Recently she was featured in USA Today, Home Office Computing, Sales and Marketing Management, National Public Radio, and The Oprah Winfrey Show.

She earned the designation of Certified Speaking Professional or CSP which is conferred by the National Speakers Association. This is a designation of achievement earned through proven speaking experience. In 1993, when Rebecca received her CSP, only 214 people in the world, or fewer than 7% of the 3500 NSA members, had earned this ten-year-old this designation.

Her hundreds of clients include IBM, Hewlett-Packard, Hyatt Hotels, Apple Computer, Sun Microsystems, Wells Fargo Bank, Allstate, Macy's, New York Life Insurance, Royal Cruise Lines, and the Internal Revenue Service.

From the Back Cover

Read and learn:

* 37 proven methods to defrost telephone cold calls
* What and what not to say in a face-to-face sales meeting
* A professional process for closing the sale
* How to respond positively to objections

Edition details

• Publisher: Crisp Pub Inc
• Publication date: 1995
• Language: English
• ISBN 10: 0931961424
• ISBN 13: 9780931961427
• Binding: Paperback
• Number of pages: 104
• Editor: Crisp Michael G.