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BUSINESS
$16.95
David Peoples reveals how you can reach the
decision makers at the top and clinch the sale.
Its tougher than ever to win over todayS customers, but it helps to have
David Peoples on your side. This internationally known author, speaker,
and sales trainer has already trained over 8,000 113M salespeople in his
highly successful sales program. He gives you proven strategies for
getting your foot in the top executive's door, building a relationship, and
making the sale. In Selling to the Tbp, he tells you:
• How to quickly identify the decision makers
• How to figure out who is the Dominant Influencer (1)1)
• How to meet Mr.,Ms. Big (itk much easier than you think)
• How to size up Mr./Ms. Big before you've met
• How to dewelop a detailed plan for calling on executives and how to
talk their language by knowing their goals
• Lhrewthing you'll need to know about the art of persuasion, including
how to win, three things that are necessary to persuade another
petson, how to build trust, and the five most powerful buying motives
• How to differentiate yourself from your competitor
DAVID A. PEOPLES is an internationally known author and speaker
on the subject of presenting, persuading, and winning. As IBM's first
consulting instructor, he trained over 8,000 IBM salespeople. He
is also the author of the bestselling books Supercharge Your Selling:
60 Tips in 60 Minutes and Presentations Plus, winner Of the
MAVENTEC Award.
Coær Design: Jeannette Jacobs
Cover Photo: Keith
John Mey & Sons, Inc.
Professional, Reference and •frade Group
605 'Illird Avenue, New York, N.Y. 101580012
New York • Chichester • Brisbane • Ibronto •
ISBN
Singapore
0-qn-SB105-q
51695
9 780471
581055
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