Keynotes for Compelling Sellers

ISBN-13: 9781467926744 / Angielski / Miękka / 2011 / 114 str.

Philip R. Lund

Opis

Keynotes for Compelling Sellers -The Compelling Sellers' Bible How To Make More Sales, 18 May 2012 By Tony Jones "This is a good book, a very good book. I first read Compelling Selling many years ago and of all the books on selling I had read it was, and still is, the best. And although I had re read it several times over the years, it was only when I read Keynotes that I realised how little of what I had learned I was actually putting into practice. Keynotes made me realise how lazy I'd become and that I wasn't structuring the sale properly. When you've been selling a long time it's easy to get into bad habits and reading it reminded me of how I should be approaching the sale process. It's too easy to be unstructured; you have a pleasant conversation and end up believing that if the prospect likes you, you are going to take the order. And it doesn't work that way. Without a well structured approach to the sale you will end up having a lot of pleasant conversations going nowhere. So whether you are new to selling or someone who has been selling for years, buy this book, you won't regret it." This book has been created as a ready reference for the professional salesman who is looking for ideas, rejuvenation & inspiration after a hard day in the field. It will also be useful for the new salesman, for its ideas on the sales process, as well as the person who is just interested to know how to persuade a little better. It is derived from the 2007 third edition of Compelling Selling which has been known as the 'Salesman's Bible' for more than 30 years. Both texts have been written by Philip Lund who has been in front line selling for over 40 years, from low to high levels covering every type of market from retail, office and engineered products to financial services, process and outsourced services and management consultancy. Keynotes for Compelling Sellers aims to get the key sales messages over in a short, sharp and easily read way. To this end, the tweet style of 140 images has been chosen. This matches the aphoristic excerpts from the 'Sayings of Confucius' taken from the adaption of Confucius to modern usage Confucius & Co - Thoughts of the Chairman Confucius lived around 500BC and trained professional administrators of that period. His Sayings are very much around 'sorting out your head, getting your act together and operating to the highest standards'. We should all agree that these are key messages to the sales professional too.

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