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Home > Business & Economics > Marketing - Selling > Why Salespeople Fail-eBook

Why Salespeople Fail

Hartmann, Roy, J

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Why Salespeople Fail

"Why Salespeople Fail" focuses on what sales managers agree is the main reason for sales failure: a salesperson's negative sales attitude. An accurate INDEX makes possible quick location of topics, such as how a salesperson unknowingly injects his doubt into sale after sale; why a salesperson must make clear the benefits of sales features; why a salesperson should never show his doubt to prospects; how to handle the ambivalent prospect; the difference between a "need" and a "want"; the emphasis in selling should be on value-not price; the importance of a salesperson's choice of words; three "trial closes" to test a prospect's readiness to buy; and how to uncover a prospect's real reason for not buying. Addressed to the salesperson, Why Salespeople Fail can do more than ensure a salesperson's success. The insight this book provides enables a sales manager--or a company--to reduce the cost of sales turnover. Why Salespeople Fail is available as a paperback as well as in an electronic format.

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Title of ebook: Why Salespeople Fail
ISBN: 9780977484324
Publisher: Sales Solutions Publisher
Internet download file size: 5749 kb
Released online for download: 07-19-2006
Author of eBook: Hartmann, Roy, J