Sell Yourself First The Most Critical Element in Every Sales Effort

ISBN-10: 1591843650
ISBN-13: 9781591843658
Edition: 2010
Authors: Thomas A. Freese
List price: $25.95
30 day, 100% satisfaction guarantee

If an item you ordered from TextbookRush does not meet your expectations due to an error on our part, simply fill out a return request and then return it by mail within 30 days of ordering it for a full refund of item cost.

Learn more about our returns policy

Description: Today more than ever, the biggest thing that separates you from your competitors is you. According to Thomas A. Freese, whose Question-Based Selling system has been adopted and implemented by thousands of salespeople in companies all over the world,  More...

what's this?
Rush Rewards U
Members Receive:
coins
coins
You have reached 400 XP and carrot coins. That is the daily max!
You could win $10,000

Get an entry for every item you buy, rent, or sell.

Study Briefs

Limited time offer: Get the first one free! (?)

All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.

Add to cart
Study Briefs
Italian Grammar Online content $4.95 $1.99
Add to cart
Study Briefs
Portuguese Grammar Online content $4.95 $1.99
Add to cart
Study Briefs
Spanish Grammar Online content $4.95 $1.99
Add to cart
Study Briefs
German Grammar Online content $4.95 $1.99

Customers also bought

Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading

Book details

List price: $25.95
Copyright year: 2010
Publisher: Penguin Publishing Group
Publication date: 12/30/2010
Binding: Hardcover
Pages: 256
Size: 6.26" wide x 8.50" long x 0.46" tall
Weight: 1.232

Today more than ever, the biggest thing that separates you from your competitors is you. According to Thomas A. Freese, whose Question-Based Selling system has been adopted and implemented by thousands of salespeople in companies all over the world, YOU are the biggest differentiator between you and your competitors. Given the current business climate, sellers should no longer count on their product or service to sell itself because their toughest competitors are out there with similar products they claim are better. Instead, it's more likely that in closely contested sales, the decision will come down to whichever salesperson offers the best service, is the most responsive, or displays any number of other highly intangible attributes, such as credibility, expertise, helpfulness, and integrity. The challenge for sellers is to convey these qualities in a way that promises value to customers. Freese explains how to maximize a value proposition and ultimately win more sales through strategies that include: • managing conversational dynamics • influencing the customer's buying criteria • justifying costs • creating curiosity about your product

Preface
Introduction: The Game Has Changed
The Elephant in the Room
Your Next Job Interview
Customers Won't Trust Just Anyone
Managing Conversational Dynamics
Establishing the Customer's Buying Criteria
How to Be More Strategic with Your Sales Questions
Cost-Justifying Your Intangible Value Proposition
Making Prospects More Receptive to Your Message
Positioning Your Solutions Against the Competition
Paint Pictures with Your Words
Wrapping Up the Sale
Epilogue: For Sales Managers Only
Acknowledgments
Index

×
Free shipping on orders over $35*

*A minimum purchase of $35 is required. Shipping is provided via FedEx SmartPost® and FedEx Express Saver®. Average delivery time is 1 – 5 business days, but is not guaranteed in that timeframe. Also allow 1 - 2 days for processing. Free shipping is eligible only in the continental United States and excludes Hawaii, Alaska and Puerto Rico. FedEx service marks used by permission."Marketplace" orders are not eligible for free or discounted shipping.

Learn more about the TextbookRush Marketplace.

×