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MAKING
IIME IIME!
The handshake sale is a thing of the past—in today's superheated business world
every sale has to be earned and The leading Fortune 500 companies
pay $1,000 per employee to attend the same MilierHeiman Conceptual Selling
æminars presented in this step-by-step program. From the authors of Strategic
Séy, IMe is a breakthrough, reliable system for understanding every aspmt
of a prospective sale, knowing whats in your buyer's mind—and geging the
results you want in bLües' new age.
The Concept Sale: How you can—and must—prepare for a sales presentation
by seeing it from the custome(s point of view.
A Question Grid: Do you understand your buyer? If you don't know
wive your problems are you won't overcome them.
Danger Signs: Why is this salesperson talking so much? five fatal verbal signals
that 91es representatives send to customers.
Joint Venture: You earn trust from a customer by delivering the milts he or
she needs—and by producing a mutual Win.
Credibility: What is your reputation worth? Six steps to build your credibihty
and keep it.
"Conceptua/Se1ing is different from all other sales training because it... struc-
tures the face-to-face experience.... It maps a course and shows you where
to go."
— David Shick. Vice President, Sales/Markeling, Saga Corporation
Selected by The Fortune Book Club,
TIE Association of Sales and Marketing Book Club,
and The Management Book Club
51295
Cover by Wew Æewman
O BOCXS
9 780446 389068
ISBN o-qqg-3gqog-q
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