Publisher's Synopsis
Whether you're early in your career or an old pro, authors Don and Lois Crawford show you how to achieve your goals-even if you never believed it was possible. If you're new to sales, or you own a business and have finally figured out that your job title really includes "sales director" or "sales rep," this book could be the flat-out best book you'll ever read. Secrets of the Softer Side of Selling, Second Edition is laid out in easy-to-read chapters. Each chapter has an exercise section to help you practice the skill or technique. There are proven self-evaluation drills that challenge you to increase your strengths and overcome your weaknesses. Here's what you'll learn: -The "secret" six-step sales process -Simple ways to build rapport -How to discover the prospect's budget -Simple buyer behaviors to watch for -When to make a sales presentation -When to stop selling -How to make cold calls fun -How to handle the competition -How to manage customers for life -When to fire your customers
