Australia, Brazil, Canada, France, Germany, India, Italy, Japan, Mexico, Netherlands, Spain, United Kingdom, United States
This book is a personal insight into the world of sales and selling based on a highly successful, forty-year career. Whether you are new to sales or an old hand, the serious and entertaining insights that this book provides will be invaluable. Reading it will be a positive experience and one that will give you new energy for the role – or set you on the right path.
It demonstrates how an authoritative understanding of getting appointments, having meetings, giving presentations, qualifying customers, managing time and correspondence, spotting buying signals, handling objections, understanding legal compliance matters (especially when selling financial services), and effective closing techniques can make you a potent sales person – in short, a rapid overview of the most important elements of selling and being successful in sales.
This book also explains how to recognise and manage micro-managers – it is easier to ask for forgiveness than seek permission.