Secrets of the Softer Side of Selling, Second Edition

Whether you’re early in your career or an old pro, authors Don and Lois Crawford show you how to achieve your goals—even if you never believed it was possible. If you’re new to sales, or you own a business and have finally figured out that your job title really includes “sales director” or “sales rep,” this book could be the flat-out best book you’ll ever read. Secrets of the Softer Side of Selling, Second Edition is laid out in easy-to-read chapters. Each chapter has an exercise section to help you practice the skill or technique. There are proven self-evaluation drills that challenge you to increase your strengths and overcome your weaknesses. Here’s what you’ll learn: • The “secret” six-step sales process • Simple ways to build rapport • How to discover the prospect’s budget • Simple buyer behaviors to watch for • When to make a sales presentation • When to stop selling • How to make cold calls fun • How to handle the competition • How to manage customers for life • When to fire your customers

A successful salesman, sales manager and business owner, Donald S. Crawford, P.E., understands the selling process. His experience comes from more than 45 years of working in both large and small companies, selling technically complex products to businesses. Lois Carter Crawford, APR, has more than 35 years of entrepreneurial experience as a business owner, writer, editor, marketing communications, and public relations professional. She works with small business owners and managers to help them with their communications needs.