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This Author: J. Oliver Crom
This Narrator: John Dossett
This Publisher: Simon & Schuster Audio

The Sales Advantage by J. Oliver Crom

The Sales Advantage

How to Get It, Keep It, and Sell More than Ever

by J. Oliver Crom


Product Details

Narrator
 
Abridged Edition
Running Time
3 Hrs. 10 Min.
User Rating
  4.0  Stars Based on 3 ratings
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Description

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 old-time salesperson did is now done by e-commerce. 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 e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful - a key competitive advantage. This audiobook includes specific advice for each stage of the eleven-stage 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 price

    The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.

    Dale Carnegie & Associates


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    Reviews & Ratings
    User Reviews         Rate this title  

    The sales advantage
    Reviewer steelson6
     February 24, 2010
    I just got the audio book version of The Sales Advantage. It was amazing i learned a lot. I have and still could listen to it over again just because it gets me to think a lot. I really recomend you get a copy here is where i got mine.

    http://www.emusic.com/audiobooks/index.html

    More Details

    • Published: 2003
    • LearnOutLoud.com Product ID: T003676
    Available On
    Volumes
    ISBN-10
    ISBN-13
    Download
    9780743567381
    Audio CD
    0743524799
    9780743524797
    Cassette
    0743524780