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Inhaltsangabe: This is book is primarily for business to business salespeople who are running into objections that prevent them making the number of sales they'd like to make. The book gives: guidelines for responding to objections, specific tactics for responding to objections and a system for reframing any sales objection you may get.
Über den Autor: Greg is a salesman. He has never been a Sales Executive, an Account Manager, a Rep or a Senior Account Manager because he feels a salesperson should be comfortable with the concept that they are a Salesperson. Greg has been selling for 25 years. The first 23 years was in Industrial sales of some form. He has sold into many industries including paint, plastics, furniture, tanning, agriculture, rubber, construction, adhesives, inks, food, cosmetics, vetinary and cables. He has also negotiated supply contracts to import goods from the USA, UK, Canada, Germany, Netherlands and Japan. Naturally, he has attended a number of sales training courses at home and overseas and is an avid reader of sales and management books. During his 25 years Greg was trained in the Lee DeBois sales system, Consultative Selling, the SPIN Model and Persuasion Engineering. Being in sales is one thing but doing it well is another. Greg has had much success over the years. He has sold as much as $7million in a year. His worst result was 94% of budgeted sales and 99% of budgeted profit. He sold his way to a shareholding in the last company he worked with and was semi-retired at the age of 46. He is semi-retired because he will NEVER stop working and because he has a desire to help other salespeople live a good life, free themselves of money worries and retire early. OK. Greg can sell but teaching and coaching is another matter. Greg is a Master Practitioner of Neuro Linguistic Programming (an advanced communication model which helps understand and modify human behaviour as well as modelling excellence). In 1998 he trained in ?The Mastery Skills of Group Dynamics? in Colorado, USA. He has held qualifications in Workplace Training. More recently he has been trained in one-on- one coaching skills acquiring a ?Professional Development Certificate in Coaching Practice? from the Psychology Department of the University of Sydney and is an Associate Certified Meta-Coach (ACMC) with The Meta Coach Foundation. Greg has always believed that there is a better way to do almost anything. This is the Japanese concept of Kaizen (continuous incremental improvements). His motivation during his sales career was to help companies achieve their desires. If he couldn?t help he got out of their way. Over the years Greg has become more interested in helping people that helping companies. His desire is to make the world a better, happier place one sales person at a time.
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