Your Successful SalesCareer : Powerful Techniques to Help You Fly Higher in Your Sales Career
| Main Author: | Brian Azar |
|---|---|
| Other Authors: | Len Foley |
| Format: | Open Shelf |
| Published: |
New York, NY:
American Management Association,
c2004.
|
| Subjects: |
Table of Contents:
- Introduction
- Getting started
- Discovering the salesperson within
- Creating a "go" plan of action
- Finding the right job
- Getting started on the job
- Say goodbye to the old game of sales
- Getting there
- the 10-step interview for sales success
- Step 1-pre-call planning
- Step 2-establishing rapport
- Step 3-finding the pain
- Step 4-budget, terms, and conditions
- Step 5-finding the decision maker
- Step 6-the review
- Step 7-the presentation
- Step 8-the reinforcement
- Step 9-the close
- Step 10-after the sale
- Staying on top
- Why sales careers plateau
- Optimize your time with client categories
- Marketing strategies for selling professionals