This book offers what every salesperson needs to sell products or services in the coming decade-step-by-step guidelines for developing and implementing a plan to sell to client groups. This book identifies the often unexpected things that can happen when selling to a group. Based on years of training and testing strategies and techniques in group sales situations, it is packed with practical, how-to skills. Specifically, this book explains: How to package presentation materials-and the salesperson-to suit the client's needs; how to use the valuable minutes before you present to begin creating rapport; how to deal with resistance, objections-and hostility; how to determine the powerful client decision maker and who influences him/her; how to address each client's individual concerns while keeping the entire group's attention.
- ISBN10 1556236905
- ISBN13 9781556236907
- Publish Date 1 December 1991
- Publish Status Active
- Out of Print 5 April 2008
- Publish Country US
- Publisher McGraw-Hill Education - Europe
- Imprint Irwin Professional Publishing
- Format Paperback
- Pages 200
- Language English