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How
You Make the Sale
What Every New Salesperson Needs to Know
This
is the perfect
book for anyone in sales -- or anyone who has to manage salespeople at
any level. Frank's "8
Keys to Selling Without Fear" can help even the most-seasoned
sales pro do a better job for his customer, his company and himself.
And the book is perfect for non-sales employees who suddenly find
themselves having to sell to survive.
Buy
Book
Explore
these keys to successful selling and learn how to make them work for
you:
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People
buy to solve a problem; solve the problem and get the sale. |
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No
solution = No sale |
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Always
diagnose before you prescribe. |
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Selling
is like baseball -- if you miss a base, you're out.
If you skip a step in
selling you are out. |
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If
you listen long enough, the customer will tell you how to sell him
or her. |
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If
a feature doesn't matter to the customer, it doesn't matter, period. |
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When
in doubt, probe. |
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It's
easier to listen someone
into buying than to talk
someone into buying. |
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You
have to earn the right to give 'em a price. |
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Closing
is a series of commitments.
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How to Make the Sale
introduces you to a simple process that walks you from pre-sale research
all the way through the sale to follow-up after the sale.
Each chapter has questions for application that help you take the
information in the chapter and apply it immediately to the sales
situation in which you find yourself.
This
book is useful for anyone who has to sell anything
-- products, services, even ideas to their boss or to their workplace
teammates.
Buy
How You Make the Sale
HOW YOU MAKE THE
SALE
What every new salesperson needs to
know
Author: McNair, Frank
Review Date: OCTOBER 01, 2005
Publisher:
Sourcebooks
Price (paperback):
$9.95
Publication Date:
December 2005
ISBN (paperback):
1402204353
Classification:
BUSINESS AND PERSONAL FINANCE
No mystery here: McNair offers a step-by-step guide that promises
to take you from being a half-hearted pitchman to the successful
seller of ice-cream to Eskimos.
McNair brings lessons he learned while helping with the national
rollout of Krispy Kreme, in a book intended for newbie as well as
old-hat salespeople in need of a refresher course. Beginning by
assuring the starving artist in all of us that selling does not
have to be about shilling for an evil company while wearing a
plaid jacket, McNair urges readers to think of selling as a
service provided to the customer rather than an effort to dupe the
customer into buying something he or she doesn’t want. He dissects
how buyers make decisions, gives tips for identifying potential
problems and even explains the right and wrong ways to introduce
yourself. Bonuses include copious charts and worksheets that allow
the reader to think through McNair’s lessons and go a step beyond
the printed text, figuring out advanced strategies for him or
herself.
A true handbook; will not only provide readers with the kinds of
practical tips that are invaluable to a rookie salesperson, but
may also make them actually enjoy selling. |
Back to Top
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THE
GOLDEN RULES
FOR MANAGERS
available now!
Quick,
expert advice in the best-selling, easy-to-read format
that business readers demand."A
penny saved, a penny earned." "Never leave till tomorrow
what you can do today." Often, the advice that makes the
most impact does so because it's delivered in a clear,
memorable saying that cuts to the heart of the issue. For
business readers fed up with long books that say little,
nothing could be more refreshing than The Golden Rules for
Managers
Management expert Frank McNair distills the best business
wisdom into 119 memorable sayings that speak directly to
management issues, then explains the lessons behind the
sayings.
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Paint a Clear Picture of the Target (goal setting) |
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What You Reward is What You Get
(providing employee feedback) |
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Employees Will Respect What You Expect if
You Inspect (follow-up) |
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A Plan Is Not a Straightjacket (flexibility in
execution) |
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The Madder You Get, the Dumber You Are (self-management)
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Packaged for visual impact and easy reading,
The Golden
Rules for Managers is the new golden standard in
management guides.
¨¨¨
Order
now!
Amazon
Barnes & Noble
Borders
Independent booksellers
To order more than 50 copies,
call Heidi Weiland at Sourcebooks - 630.961.3900,
ext 328
¨¨¨
Testimonials
"This book is a must-read for
business owners and managers who are looking for straight
forward and timeless information to improve productivity
among their employees."
Richard Brenner
CEO, Amarr Garage Doors
"Frank gets it! Many other management and leadership
consultants do not. Several years ago I went to a
bookstore and purchased 11 books on management and
leadership. I read them all. Frank's resonated with me
more because it had the most common sense, was the most
executable and the most achievable. Frank has worked with
our team on an on-going basis through one- and two-day
seminars since then."
Larry Connor, President & CEO
The Connor Group
"Leave it to Frank to make you smack yourself on the
forehead again and again with "That's brilliant!" Full of
practical, good stuff you'll use every
day!"
Jerry Hancock, Managing Partner
AlexanderHancock Associates |
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