How You Make the Sale What Every New Salesperson Needs to Know

ISBN-10: 1402204353
ISBN-13: 9781402204357
Edition: 2005
Authors: Frank McNair
List price: $17.99 Buy it from $4.25
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Description: The basic keys to selling, without the fluff, so salespeople can stop reading and start selling! The problem with other books on sales for beginners is that they either talk above the heads of the beginning salesperson, or they are too focused on  More...

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Book details

List price: $17.99
Copyright year: 2005
Publisher: Sourcebooks, Incorporated
Publication date: 10/1/2005
Binding: Paperback
Pages: 336
Size: 5.25" wide x 7.25" long x 0.75" tall
Weight: 0.748
Language: English

The basic keys to selling, without the fluff, so salespeople can stop reading and start selling! The problem with other books on sales for beginners is that they either talk above the heads of the beginning salesperson, or they are too focused on tricks and shortcuts to closing the deal. Frank McNair's How You Make the Sale speaks to beginning salespeople at their level-so they can put the advice to work right away. By following eight simple steps, this essential guide teaches anyone how to sell anything. It also gives sales managers everywhere a simple sales book that teaches the principles of honest selling in an accessible and easy-to-grasp way. The perfect primer for any new salesperson, or for non-sales employees who suddenly find themselves doing a sales function.

Frank McNair (Winston-Salem, NC) has lived this book first, in a decade working for several companies (including R. J. Reynolds and Sara Lee) and now in another decade, heading up his own management consulting practice.

Acknowledgments
Introduction: Selling Is Not a Black Art
Selling as Service
How Buyers Decide to Buy
How Does a Sale Unfold?
Research Prior to the Sale: Identifying Hot Buttons and Flagging Landmines
Meet and Greet: You Never Get a Second Chance to Make a Good First Impression
Discovery: Questioning for Results
Features and Benefits: The Difference and Why It Matters
Making the Case/Presenting the Solution
The Objective Is Objections: Dealing with Resistance
Closing: It's Okay to Ask for the Order
Following-Up for Ongoing Profitability
Final Things-Launching Your Sales Ship for a Successful Voyage
Index
About the Author

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