Perfect Selling: Open the Door. Close the Deal.
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What We're Saying
The books on our 2008 shortlist for the Sales Category are: The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite by Michael Port and Elizabeth Marshall (Wiley, August 2008) Elizabeth and Michael show readers that times are changing in business, and that customers are being driven away by typical sales tactics. Filled with real life stories about companies and what works and what doesn't, The Contrarian Effect not only shows how the sales process is broken, but how to successfully build something to replace it. Making the Number: How to Use Sales Benchmarking to Drive Performance by Greg Alexander, Aaron Bartels,and Mike Drapeau (Portfolio, November 2008) Showing how to use data-driven methods to make decisions, the authors introduce metrics to determine the sales process and identify potential growth without relying on pure instinct. READ FULL DESCRIPTION
The USA Today and New York Times Bestseller
Meet your sales objective and close more business in 20 minutes a day
- CONNECT with your customer immediately
- EXPLORE customer needs thoroughly and quickly
- LEVERAGE your solutions persuasively
- RESOLVE your customer's questions and objections confidently
- ACT when the time is right
"Your thinking 'What? Another book about selling?' Wrong This book is about winning These days, when those of us who sell need every molecule of competitive edge we can muster, Linda cleverly pulls it together for us. And she does it with a voice radiating experience, knowledge, and sincere empathy for the challenging job we all have."
--Dave Stein, CEO & Founder, ES Research Group, Inc., and author of How Winners Sell
"In five steps, Linda helps you master the process of the sales call to a tee, freeing your creativity to focus on your customer and deal with the unexpected that will always occur."
--Larry Wilson, sales leadership guru and bestselling author
"For years, Linda Richardson has been one of the top two or three sales training consultants in the world. This is invaluable material and a must-read for anybody who cares about success in selling."
--Geoffrey James, journalist and author of the popular blog, "Sales Machine"