All-purpose | Everything Else

The Entrepreneur's Guide to Selling

by Jonathan London

2021-01-01 03:21:35

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Unlike most sales books, which address a piece or "moment" of the sales process (like negotiating or presenting), The Entrepreneur's Guide to Selling addresses selling as a holistic process. As award-winning sales pro Jonathan London demons... Read more

Unlike most sales books, which address a piece or "moment" of the sales process (like negotiating or presenting), The Entrepreneur's Guide to Selling addresses selling as a holistic process. As award-winning sales pro Jonathan London demonstrates, each stage of the sales process positively or negatively affects the next. Following his selling principles will improve sales for any product or service, no matter how small or large the company.

In this unique and practical book, London shows readers how to do the things that matter. Get a jump on the competition by starting out in the right place. Make people feel comfortable so they are more receptive to you. Explain benefits from technical, business/financial, and individual/company perspectives. Create solutions for customers that help differentiate the offer. Prospect using the Internet, Web 2.0, and other technologies. Deal with stress and rejection. Eliminate or soften objections to accelerate sales cycles and facilitate negotiations. Handle the most common negotiation issues or tactics.

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Book Details

File size9.21 X 6.14 X 0.44 in
Print pages176
PublisherABC-Clio, LLC
Publication date May 1, 2009
LanguageEnglish
ISBN9780313359187
autor-image
Jonathan London
Author
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