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Selling to Win

ISBN-10: 0749444347
ISBN-13: 9780749444341
Edition: 3rd 2006 (Revised)
Authors: Richard Denny
List price: $19.95
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Description: Updated and revised, this third edition is even more effective, highlighting the important changes needed to sell and win business in an evermore sophisticated and competitive marketplace. It gives practical advice on how to: - Get a sale when your  More...

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Book details

List price: $19.95
Edition: 3rd
Copyright year: 2006
Publisher: Kogan Page, Limited
Publication date: 4/1/2006
Binding: Paperback
Pages: 208
Size: 5.50" wide x 8.25" long x 0.50" tall
Weight: 0.660

Updated and revised, this third edition is even more effective, highlighting the important changes needed to sell and win business in an evermore sophisticated and competitive marketplace. It gives practical advice on how to: - Get a sale when your service is not the cheapest - Turn your customer into an ambassador - Build a positive attitude - Beat the competition - Close a sale This is a valuable book, recognized as an effective and powerful sales-improvement guide.

Richard Denny is one of the UK's foremost authorities on sales, management training and personal development. Chairman of the Richard Denny Group, he is highly sought after as a motivational speaker at company conventions and conferences throughout the world. He is also the author of Selling to Win, Communicate to Win, Motivate to Win and Succeed for Yourself, all published by Kogan Page. Further information on Richard Denny can be found on The Richard Denny Organisation's website at www.denny.co.uk

Preface
Introduction
Selling in Perspective
Planning to Win
The Vital Ingredient
Finding the Time
Finding the Business
Getting the Appointment
The Rules of Professional Selling
The Sales Presentation
Closing the Sale
The Principles of Professionalism
Giving Real Service
Handling Objections
Negotiation
Letter Writing
Body Language
Avoiding the Negative
Don't Quit

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