Take Your Sales to the Next Level : Advanced Skills to Build Stronger Relationships and Close M...
ISBN: 9780071745437 | 0071745432
Edition: 1stFormat: Paperback
Publisher: McGraw-Hill
Pub. Date: 9/20/2010
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You may have many great customer relationships-but there's a good chance you have an even greater number of relationships that aren't where you want them to be.
The author of the bestsellingSales Questions that Close the Saleprovides advanced skills for expanding new and existing customer relationships into higher levels of commitment'”and closing more sales
The author of the bestsellingSales Questions that Close the Saleprovides advanced skills for expanding new and existing customer relationships into higher levels of commitment'”and closing more sales
Expand your customer relationships intohigher levels of commitment—and close more sales!
You may hav... MORE
With the lessons in Take Your Sales to the Next Level, you can move those stalled relationships to thenext level—and increase sales dramatically. Sales expert Charles D. Brennan helps you:
- Gain solid commitments from your contacts
- Direct conversations to reveal new, previously undisclosed information
- Minimize and neutralize resistance
- Build a sales closing map from start to finish
When you suddenly find yourself deftly moving conversations beyond the predictable dialogues,you’ll know you’re on your way to greatness. Make it happen with Take Your Sales to theNext Level.
| Introduction | p. 1 |
| Why Business Relationships Stall Out and Reach a Peak | p. 7 |
| Schema: Is it Happening to You? | p. 23 |
| What Keeps You from Getting More Business? | p. 41 |
| How to Unlock New Information | p. 55 |
| Getting More from Your Questions | p. 71 |
| Think Like Your Customer | p. 101 |
| How to Hear What Others Don't | p. 111 |
| Are You Creating a Flow in ... MORE | p. 131 |
| Create a Sales Closing "Map"-a GPS to Gaining Commitment | p. 151 |
| Reciprocal Consideration | p. 165 |
| Dealing with Customer Put-Offs | p. 173 |
| Just Because You Know Me Doesn't Mean You Are Getting More Business | p. 191 |
| Index | p. 207 |
| Table of Contents provided by Ingram. All Rights Reserved. |
Charlie Brennan is president of his own consulting firm and has been a provider of advanced sales and management programs since 1984. He has delivered more than 2,000 presentations for Fortune 500 to mid-sized companies, including AT&T, Comcast, J&J, Lockheed Martin, PepsiCo, and Deloitte & Touche. Brennan is the author of AMACOM's bestselling Sales Questions that Close the Sale and the award-winning Proactive Customer Service.
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