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Publisher's 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 amid 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
The importance of doing research before approaching potential customers
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 reach the decision makers
How to sell beyond questions of price
The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.
©2003 Dale Carnegie & Associates Inc., All Rights Reserved; (P)2003 Simon & Schuster Inc., All Rights Reserved, SOUND IDEAS Is an Imprint of Simon & Schuster Audio Division, Simon & Schuster Inc.
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Customer Reviews

Most Helpful

By Bruce E. Hawkins on 06-26-03

Terrific information

I have listened to this book multiple times and continue to listen to it. The methods are timeless and very effective. Absolutely made a difference to my sales results in a very difficult marketplace. I would recommend this book to any sales person.

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25 of 26 people found this review helpful


By Terri on 10-06-03

Timeless

When I picked out this book I was afraid that the sales advise would be outdated, after all Mr. Carnegie died in 1955. The information wasn't outdated at all, actually there was some good information and useful examples. I get something new out of the book each time I listen to it.

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15 of 16 people found this review helpful

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Customer Reviews

Most Helpful

By James Dawson on 07-31-09

sales 101

this is a very week sales book, they even tell you to remember to always have someone answerring your phone and return calls... ??

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1 of 5 people found this review helpful

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