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The best salespeople provide solutions that build trust and credibility, rather than relying on tricks and manipulation. This guide explains how to create that trust, as well as how to conduct customer-focused interviews, deliver outstanding proposals, handle objections, and negotiate win-win agreements. A focus on "buying" the salesperson rather than the product sets this book apart.
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Len D'Innocenzo and Jack Cullen are principals in D'Innocenzo-Cullen and Associates, a training and consulting firm whose clients include Microsoft, Computer Associates International, and AT&T. They are coauthors of The Agile Manager's Guide to Coaching to Maximize Performance. Len lives in Andover, Massachusettes. Jack lives in Pennington, New Jersey.Review:
"Customer-Focused Selling . . . has proven itself a primary success factor contributing to our remarkable sales and revenue results." -- Jay Crookston, vice president, worldwide sales, MCI Worldcom Conferencing
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Book Description Velocity Pub. PAPERBACK. Condition: New. 1580990215 Ships from Tennessee, usually the same or next day. Seller Inventory # Z1580990215ZN
Book Description Velocity Pub, 2000. Condition: New. book. Seller Inventory # M1580990215
Book Description Velocity Pub, 2000. Paperback. Condition: New. Never used!. Seller Inventory # P111580990215
Book Description Velocity Pub. PAPERBACK. Condition: New. 1580990215 New Condition. Seller Inventory # NEW7.1626087