Sell Yourself First The Most Critical Element in Every Sales Effort

Name: Sell Yourself First The Most Critical Element in Every Sales Effort
Price: 3.68 USD
Availability: InStock
ISBN: 9781591843658

ISBN-10: 1591843650

ISBN-13: 9781591843658

Edition: 2010

Authors: Thomas A. Freese

List price: $25.95

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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, 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…

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: 0.990
Language: English



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