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Take Your Sales to the Next Level : Advanced Skills to Build Stronger Relationships and Close More De - Charles D. Brennan

Take Your Sales to the Next Level

Advanced Skills to Build Stronger Relationships and Close More De

Paperback Published: 11th October 2010
ISBN: 9780071745437
Number Of Pages: 224

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Expand your customer relationships into higher levels of commitment--and close more sales

In "Take Your Sales to the Next Level," Charlie Brennan leads you to the critical next step in selling: expanding your relationships into higher levels of commitment. The author of the bestselling "Sales Questions that Close the Sale," Brennan provides the secrets to building your questioning, listening, and closing skills--which are what separates competent sales professionals from the truly great ones.

"Take Your Sales to the Next Level" explains how to: Determine why a customer is not buying from you Discover the factors that stall a relationship Get the relationship going in the right direction Ask questions that generate discussions about the customer and his or her needs

You might be surprised when you find yourself deftly moving conversations beyond the predictable dialogs you've already rehashed many times over. Moving your sales skills to the next level isn't brain surgery. All it takes is commitment, effort, and the secrets of sales guru Charlie Brennan.

TABLE OF CONTENTS
Chapter 1. Why Business Relationships Stall Out and Reach a Peak
Chapter 2. Anchoring: Is It Happening to You?
Chapter 3. What Keeps You from Getting More Business?
Chapter 4. How to Unlock New Information
Chapter 5. Getting more from your questions
Chapter 6. Think Like Your Customer
Chapter 7. How to Hear What Others Don't
Chapter 8. Are You Creating a Flow in Your Conversation?
Chapter 9. Create a Sales Closing "Map," a GPS to Gaining Commitment
Chapter 10. Reciprocal Consideration
Chapter 11. Dealing with Customer Put-Offs
Chapter 12. Just Because You Know Me Doesn't Mean You Are Getting More Business

Introductionp. 1
Why Business Relationships Stall Out and Reach a Peakp. 7
Schema: Is it Happening to You?p. 23
What Keeps You from Getting More Business?p. 41
How to Unlock New Informationp. 55
Getting More from Your Questionsp. 71
Think Like Your Customerp. 101
How to Hear What Others Don'tp. 111
Are You Creating a Flow in Your Conversation?p. 131
Create a Sales Closing "Map"-a GPS to Gaining Commitmentp. 151
Reciprocal Considerationp. 165
Dealing with Customer Put-Offsp. 173
Just Because You Know Me Doesn't Mean You Are Getting More Businessp. 191
Indexp. 207
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9780071745437
ISBN-10: 0071745432
Series: Marketing/Sales/Adv & Promo
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 224
Published: 11th October 2010
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 23.0 x 15.4  x 1.5
Weight (kg): 0.31
Edition Number: 1