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Million Dollar Sale: How to Get to the Top Decision Makers and Close the Big Sale How to Get to the Top Decision Makers and Close the Big Sale

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ISBN-10: 0071445196

ISBN-13: 9780071445191

Edition: 2005

Authors: Patricia Gardner

List price: $16.95
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No matter how polished a sales presentation is, it is almost impossible to close a deal without talking to the right person. This title demonstrates how to achieve consistent and rapid sales by talking to the decision makers, using the so-called 'Codebreaker' technique.
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Book details

List price: $16.95
Copyright year: 2005
Publisher: McGraw-Hill Companies, The
Binding: Paperback
Pages: 179
Size: 5.90" wide x 8.90" long x 0.57" tall
Weight: 0.638
Language: English

Patricia Gardner runs Maximum Sales, Inc. She and her original Codebreaker system have been featured in the Wall Street Journal, Selling magazine, Entrepreneur, Sales Management Report, Transaction World magazine, nbsp;Selling Power magazine, and other major publications. Timothy Haas is a full-time freelance writer and editor.

The Four Fundamentals of Sales
The First Fundamental: Knowing Your Product or Service
The Second Fundamental: Learning the Competition
The Third Fundamental: Identifying Your Vertical Market and Assembling Your Tactical Team
The Fourth Fundamental: Finding Leads
The Codebreaker
Finding Your Codebreakers
Working with Codebreakers
Developing Three Projects and Preparing for the First Sales Call
The Two Sales Calls
The First Sales Call
The Reality Check and Preparing for the Second Sales Call
The Second Sales Call
Preparing the Proposal/Statement of Work
The Decision-Makers' Conference Call and the Close
Repeat Business: Picking the Low-Hanging Fruit
Sample Proposal