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The Sales Advantage: How to Get It, Keep It, and Sell More Than Ever (Dale Carnegie Books),Used
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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 buyer's 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.
⚠️ WARNING (California Proposition 65):
This product may contain chemicals known to the State of California to cause cancer, birth defects, or other reproductive harm.
For more information, please visit www.P65Warnings.ca.gov.
- Q: What is the main focus of 'The Sales Advantage'? A: 'The Sales Advantage' focuses on teaching salespeople how to effectively sell from a buyer's point of view, addressing critical questions like how to close more sales and reduce objections.
- Q: Who is the author of 'The Sales Advantage'? A: The author of 'The Sales Advantage' is Dale Carnegie, a well-known figure in sales training and personal development.
- Q: How many pages does 'The Sales Advantage' have? A: 'The Sales Advantage' contains 304 pages, providing comprehensive coverage of sales techniques and strategies.
- Q: What type of binding does 'The Sales Advantage' have? A: 'The Sales Advantage' is available in paperback binding, making it convenient for reading and note-taking.
- Q: When was 'The Sales Advantage' published? A: 'The Sales Advantage' was published on March 16, 2013.
- Q: What are some key techniques discussed in 'The Sales Advantage'? A: Key techniques in 'The Sales Advantage' include researching customer needs, identifying decision makers, and developing long-term customer relationships.
- Q: Is 'The Sales Advantage' suitable for beginners in sales? A: Yes, 'The Sales Advantage' is suitable for both beginners and experienced sales professionals, offering valuable insights for all levels.
- Q: Does 'The Sales Advantage' provide real-world examples? A: Yes, the book includes over one hundred examples from successful salespeople across various industries, illustrating practical applications of the techniques.
- Q: What makes 'The Sales Advantage' different from other sales books? A: 'The Sales Advantage' is unique due to its consultative approach and focus on understanding buyer perspectives, which is crucial in today's complex sales environment.
- Q: Can 'The Sales Advantage' help with online sales strategies? A: Yes, while it primarily focuses on traditional sales techniques, 'The Sales Advantage' also addresses the importance of adapting to e-commerce and online sales dynamics.