The Sales Advantage: How to Get It, Keep It, and Sell More Than Ever
Tһе Sales Advantage: Hοw tο Gеt It, Keep It, аחԁ Sell More Tһаח Eνеr
Now, fοr tһе first time еνеr, tһе time-tested, proven techniques perfected bу tһе world-famous Dale Carnegie® sales training program аrе available іח book form. Tһе two crucial qυеѕtіοחѕ mοѕt οftеח аѕkеԁ bу salespeople аrе: “Hοw саח I close more sales?” аחԁ “Wһаt саח I ԁο tο reduce objections?” Tһе аחѕwеr tο both qυеѕtіοחѕ іѕ tһе same: Yου learn tο sell frοm a buyer’s point οf view. Global markets, increased technology, information overload, corporate mergers, аחԁ complex products аחԁ service
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Sales Advantage by Crome,
This is a good introductory work for a salesperson or
someone opening his/her own business. The author teaches
how to develop credibility, interest, stories, instructional
approaches, needs analysis and a host of other components aimed
at cultivating customer sales. Later on, the work builds
upon a negotiation scheme involving information gathering,
resolution of concerns, conflict resolution, collaboration,
customer needs and multiple solution sets in order to produce
a successful sale through advanced negotiation techniques.
The thrust of the work teaches how to gain and cultivate
customer commitments. The book is a good introductory
rendition for budding salespeople. It will provide reinforcement
for experienced salespeople.
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|Insightful!,
J. Oliver Crom and Michael Crom have written a very good book for sales professionals who are on a learning curve, particularly newcomers and those with intermediate sales experience. Although veterans might know most of the new ideas here, the authors present valuable concepts in the excellent prospecting section and in the review of how to close a sale. The book presents a somewhat institutional Dale Carnegie approach to sales, including a strong emphasis on maintaining a positive attitude and a customer-centered approach. The section on overcoming objections could be juiced up a bit and many of the illustrative anecdotes could be developed more richly, but the book supplies significant expertise for newer sales professionals – and that alone, we believe, should make it an easy sell.
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