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William Skip Miller, " Ultimate Sales Tool Kit: The Versatile 15-Piece Skill Set That Every Professional Needs"
AMACOM (December 31, 2006) | ISBN: 0814474004 | 229 pages | PDF | 1,2 Mb
Most sales professionals tend to rely on just a few basic strategies. Actually, there are a range of proven techniques that can boost their business: the trick is knowing how and when to use them. This book contains fifteen powerful, effective tools for use in prospecting, educating the client, and closing. From a ‘next-step’ mechanism for identifying the best move to make, to the ‘BuyThink’ process used to help get the buyer involved, the book shows readers how to:
* be prepared
* get buyers to call them back
* ask the right questions quickly to open the door to larger sales
* use all their skills, not just the ones they think they’re good at
* talk effectively to the real decision-makers
* and much more
Each chapter introduces a different tool, giving examples of how to use it, as well as a unique visual exercise to help readers remember it when on a sales call. Packed with ready-to-use techniques, Ultimate Sales Tool Kit provides a potent energy boost for sales professionals eager to improve their bottom lines.