Common Sense Selling: A New Look at How Successful Salespeople Sell - Jim Dunn

Selling today is tougher than ever. Equipped with antiquated selling tactics, most salespeople struggle to meet their quotas and earn the kind of income that they dream about. They are product pushers trying to survive in a problem solving enviroment. Their selling approach is completely at odds with the prospect's buying process. And to make matters worse, the buyer's got their number. He knows every move they're going to make, and how to deal with it. In this book many myths about selling that have held salespeople back for years are exposed. These long-held beliefs and attitudes have create a dysfunctional sales process that alienates buyers, frustrates sellers and has given the selling profession a bad name. Now, salespeople have a choice. They can change or continue to struggle. Learn why the new millenium requires a new approach and how the "Common Sense Selling" method will help you sell your way to wealth. --- from book's back cover