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One-To-One for Sales Professionals: Scripts for Achieving Success in the Marketplace cover
  • ISBN: 9780028640709
  • ISBN10: 0028640705

One-To-One for Sales Professionals: Scripts for Achieving Success in the Marketplace

by Caroselli, Marlene

  • List Price: $21.95
  • Binding: Paperback
  • Publisher: Alpha Books
  • Publish date: 01/01/2001
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From recognizing boredom in a sales call to overcoming resistance from a customer, effective communication skills are the key to a sales professional's success.

One-to-One for Sales Professionals has chapters on telemarketing, overcoming resistance, questioning, listening, recognizing signals, pitching, motivation, closing, follow through, and creative methods. Each lesson includes discussion of each situation, personality types, suggested words and phrases, a graphic dialogue with an opening line and responses to likely scenarios, plus adaptations and careful questions to ask yourself to focus on what you really want to accomplish.

The book includes tips and take-aways to help you succeed in closing the sale, keeping the client or building the relationship. Covers topics and situations such as:

-- Uncovering the customer's needs

-- Overcoming resistance on the phone

-- Recognizing signals like "I'm ready to buy" or "You're talking too much"

-- Accepting defeat gracefully

-- Using rejection as a motivation

-- Closing, from beginning to end

-- Handling customer complaints

-- Developing a network for repeat business

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Seller Condition Comments Price  
Hippo Books

Location: Toledo, OH
Very Good
Light rubbing wear to cover, spine and page edges. Very minimal writing or
Better World Books West

Location: Mishawaka, IN
Ships from Reno, NV. Former Library book. Shows some signs of wear, and may
Hawking Books

Location: Upland, CA
0028640705 Good Condition. Five star seller-Buy with confidence!