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.

About the Author

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.

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