Selling to the Top: David Peoples' Executive Selling Skills - Softcover

Peoples, David A.

Softcover

ISBN 10: 0471581054 ISBN 13: 9780471581055

Verlag: Wiley, 1993

Inhaltsangabe

Book by Peoples David A

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Reseña del editor:

David Peoples reveals how you can reach the decision makers at the top and clinch the sale. Ita s tougher than ever to win over todaya s 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 IBM salespeople in his highly successful sales program. He gives you proven strategies for getting your foot in the top executivea s door, building a relationship, and making the sale. In Selling to the Top, he tells you: aeo How to quickly identify the decision makers aeo How to figure out who is the Dominant Influencer (DI) aeo How to meet Mr./Ms. Big (ita s much easier than you think) aeo How to size up Mr./Ms. Big before youa ve met aeo How to develop a detailed plan for calling on executives and how to talk their language by knowing their goals aeo Everything youa ll need to know about the art of persuasion, including how to win, three things that are necessary to persuade another person, how to build trust, and the five most powerful buying motives aeo How to differentiate yourself from your competitor

Biografía del autor:

DAVID A. PEOPLES is an internationally known author and speaker on the subject of presenting, persuading, and winning. As IBMa 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.

Über diese Auflage

• Verlag: Wiley
• Erscheinungsdatum: 1993
• ISBN 10: 0471581054
• ISBN 13: 9780471581055
• Einband: Tapa blanda
• Anzahl der Seiten: 248