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High Performance Selling (Paperback)
Book1-56414-552-2
$15.99 $8.00 On Sale!
Author: Terry Beck, 288 pages, 6 x 9, Paper
If you thought it was tough to compete in the 90’s, welcome to the new millennium. Customers are more demanding, products and services are more sophisticated, solutions are more integrated, and competition is even more cut-throat. How can a salesperson achieve outstanding results in this challenging and ever-changing marketplace? Terry Beck has the answer—with advice, tactics, and tools that get results.
High Performance Selling delivers a thought-provoking, sometimes unconventional, and always practical guide for today’s salespeople. Written for those who are just starting their first sales career, as well as for veteran sellers, this book will improve a salesperson’s ability to:
• Get motivated.
• Penetrate target accounts.
• Discover and develop opportunities.
• Build relationships.
• Shorten the customer’s buying cycle.
• Handle objections and gain commitment.
• Win against competition by positioning and influencing buying criteria.
Terry Beck reminds and challenges you when you are finished reading this book to flip back and pick out the one or two ideas that had the most effect on you. Then figure out how you can apply these ideas or skills to your particular selling situation. If you need some help, High Performance Selling is packed with anecdotes and examples, performance tips and exercises, and it works through the anatomy of a sale from beginning to end. Don’t leave your office without it.
Terry Beck (Wilmington, DE) is regional sales manger for Momentum Systems, an e-commerce data communications company based in Moorestown, NJ. He is also an independent sales performance consultant, helping sales organizations improve their results. He has extensive background in sales, sales management, and sales training and development, and has worked with several Fortune 100 companies including Bell Canada, Bell Mobility, and Xerox Canada, where he was National Sales Trainer and winner of the President’s Club and Sales Rep of the Year awards.
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