The Sales Advantage

Abridged Audiobook

Publisher: Simon & Schuster

Date: October 2006

Duration: 3 hours 19 minutes

Summary:

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 amidst 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
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 sell beyong questions of price

Genres:

  • Shay Gripman

    I thought this book was very basic and not very useful for sales people with a couple of years experience. Most of the things they talked about are common sense and they didn't get too in depth about each subject.