- Audio CD
- Verlag: Simon & Schuster Audio; Auflage: Abridged (1. Januar 2003)
- Sprache: Englisch
- ISBN-10: 0743524799
- ISBN-13: 978-0743524797
- Größe und/oder Gewicht: 13,9 x 2,6 x 13,5 cm
- Durchschnittliche Kundenbewertung: 1 Kundenrezension
- Amazon Bestseller-Rang: Nr. 891.787 in Fremdsprachige Bücher (Siehe Top 100 in Fremdsprachige Bücher)
The Sales Advantage: How to Get it, Keep it, and Sell More Than Ever (Englisch) Audio-CD – Gekürzte Ausgabe, Audiobook
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Mehr über den Autor
John W. ThielManaging Director, Merrill LynchWhile knowledge is fundamental, what highlights the professional salesperson is the skill and attitude he displays. The Sales Advantage creates a playbook to develop these skills and attitudes and to perfect the sales process from the critical perspective -- namely the client's. The Dale Carnegie Human Relations Principles, along with years of field experience, inspired this must-read for the sales professional.
Gerhard GschwandtnerFounder and Publisher, Selling Power Magazine: Solutions for Sales ManagementThe Sales Advantage follows the blueprint for writing books that made Dale Carnegie a worldwide bestselling author. There isn't a single idea in the book that hasn't been field-tested with a real customer and classroom-tested by a Dale Carnegie instructor. The result is a book packed with brilliant sales gems destined to enrich every reader and delight their customers.
Jason GonellaVice President of Sales, Premium Services for the Philadelphia EaglesThe Sales Advantage increased our sales and made our sales people more effective and productive. It's a great system that really worked for us.
Brad HougeJohn Deere Company, North American TrainingShortly after training our people with the Dale Carnegie Sales Advantage approach, one of our dealers had a big success at their open house. They sold four times more product than at previous similar events. The objective of The Sales Advantage is to strengthen the performance and behavior of salespeople. We saw it happen. John Deere Company uses the Sales Advantage program to improve both our sales staff's performance and the bottom line for our clients and us. The concepts provide a repeatable and proven sales process that helps salespeople to sell from a buyer's point of view. Once the concepts were implemented we saw a positive behavioral change in our salespeople and in their results.
For the first time ever the proven techniques perfected by the world-famous Dale Carnegie sales training programme ar now available in book form. The two questions most often asked by salespeople are: 'how can I close more sales?' and 'what can I do to reduce objections?' The answer to both questions is the same: you learn to sell from a buyer's point of view. Global markets, increased technology, information overload, corporate mergers and complex products and services have combined to make the buying/selling process more complicated then ever. Salespeople must understand and balance these factors to survive amidst a broad spectrum of competition. THE SALES ADVANTAGE will enable any salesperson to develop long-term customer relationships and help make those customers more successful, a key competitive advantage. The book includes specific advice for each of the eleven-stage selling process, set out in clear easy-to-understand prose with numerous case studies. THE SALES ADVANTAGE is a proven, logical, step-by-step guide that will create mutually beneficial results for salespeople and customers alike. -- Dieser Text bezieht sich auf eine vergriffene oder nicht verfügbare Ausgabe dieses Titels.Alle Produktbeschreibungen
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someone opening his/her own business. The author teaches
how to develop credibility, interest, stories, instructional
approaches, needs analysis and a host of other components aimed
at cultivating customer sales. Later on, the work builds
upon a negotiation scheme involving information gathering,
resolution of concerns, conflict resolution, collaboration,
customer needs and multiple solution sets in order to produce
a successful sale through advanced negotiation techniques.
The thrust of the work teaches how to gain and cultivate
customer commitments. The book is a good introductory
rendition for budding salespeople. It will provide reinforcement
for experienced salespeople.
The content in this book does a good job selling itself to you while it teaches you how to sell to others. However, being a partial offshoot of "How to Win Friends and Influence People" you tend to find the same excessive rambling you found in this earlier work.
The Sales Advantage tools and principles can energize your selling efforts. They can empower you, challenge you, and give you a new level of confidence in your sales abilities. The objective of The Sales Advantage is to strengthen the performance and behavior of salespeople. The concepts provide a repeatable sales process that helps salespeople to sell from a buyer's point of view.
Written in step-by-step form, the Sales Advantage will enable any person in sales to design a win-win selling model. This how-to guide has chock full of examples covering a gamut of sales undertakings. Your attitude makes all the difference in whether the tools will motivate you to build the solid customer-focused relationships you need for long-term success in selling.
Learning how to sell using the Sales Advantage tools and principles will increase the odds that we will overcome sales challenges successfully. How? By learning to see the buying and selling process from the customer's point of view.
1) Get around people who are passionate about selling.
2) Read, Watch, and listen to inspirational material.
3) Talk to customers who love the product or service you sell.
4) Write out your vision and invest yourself emotionally in your job.
THREE THINGS TO KEEP IN MIND:
1) You get the sales advantage by learning how to use the tools and principles.
2) You keep the advantage by committing to practicing the use of the tools, day in and day out, until they become second nature.
3) You sell more than ever by having the right attitude about selling, by building customer-focused relationships, and by looking for ways to get out of your comfort zone and try something different.