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8 Best Practices of High-Performing Salespeople

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ISBN-10: 0471645281

ISBN-13: 9780471645283

Edition: 2000

Authors: Norm Trainor, David S. Cowper, Andrew Haynes

List price: $28.00
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Description:

Norm Trainor follows three leading salespeople in the financial services industry and shares their proven techniques and best practices for becoming a top financial advisor and salesperson.
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Book details

List price: $28.00
Copyright year: 2000
Publisher: John Wiley & Sons, Incorporated
Publication date: 4/5/2000
Binding: Paperback
Pages: 228
Size: 6.00" wide x 9.00" long x 0.50" tall
Weight: 0.638

Professor Andrew Haynes is a visiting Professor of Law at the University of Macau, People's Republic of China and a Senior Visiting Research Fellow at the Institute of Advanced Legal Studies, University of London. He is also Chairman of the Market Abuse Association.Before joining the University of Macau, Andrew was employed at the British Bankers Association and Deloitte's in London, as well as at two leading law firms. In his spare time, he also spent twenty years assisting in the development of Sustrans from being a small nascent group of volunteers, into being the twenty seventh largest charity in the country. During his time as trustee and non executive director, the charity raised over…    

The 8 Best Practices of High-Performing Salespeople
What You Want is What You Get
Best Practice Number 1: Develop and Utilize a Marketing Plan
Best Practice Number 2: Know Your Client
Best Practice Number 3: Understand How People Make Decisions
Best Practice Number 4: Help Your Prospects and Clients Buy
Best Practice Number 5: Create Client Capital
Best Practice Number 6: Obtain Introductions
Best Practice Number 7: Delegate
Best Practice Number 8: Utilize Resources
Beyond the 8 Best Practices