The Sales Advantage: How to Get It, Keep It, and Sell More Than Ever (Dale Carnegie Books)

Now, for the first time ever, the timetested, proven techniques perfected by the worldfamous Dale Carnegie sales training program are available in book form.The two crucial questions most often asked by salespeople are: How can I close more sales? and What can I do to reduce objections? The answer to both questions is the same: You learn to sell from a buyers point of view.Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amid a broad spectrum of competition. Moreover, a lot of what the typical oldtime salesperson did as recently as ten years ago is now done by ecommerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which ecommerce alone can yield. The Sales Advantage will enable any salesperson to develop longterm customer relationships and help make those customers more successfula key competitive advantage. The book includes specific advice for each stage of the elevenstage selling process, such as: How to find prospects from both existing and new accounts The importance of doing research before approaching potential customers How to determine customers needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it) How to reach the decision makers How to sell beyond questions of priceThe cuttingedge sales techniques in this book are based on interviews accumulated from the sales experiences of professionals in North America, Europe, Latin America, and Asia. This book, containing more than one hundred examples from successful salespeople representing a wide variety of products and services from around the world, provides practical advice in each chapter to turn realworld challenges into new opportunities.The Sales Advantage is a proven, logical, stepbystep guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.