Description
Although the basic principles of selling may still be the very ones used by the serpent to sell Eve the apple, the applications are infinite and changing every day. Now, to help you tailor selling fundamentals to your individual situation, sales training veteran Porter Henry has gathered the secrets and war stories of 43 selling "stars" at some of America's leading companies-from AT&T and American Express to Eastman Kodak and Pfizer Pharmaceuticals. Whether you are selling to business and industry. selling for resale, selling to the consumer or to doctors and hospitals, you'll get practical advice from the people who are making it happen on the road-not on the lecture circuit. Here's just a sample of who you'll be hearing from and what they have to say:
From Roland M. Charles, Jr. of GTE Mobilnet, Inc.: a strategy you can use to avoid wasting time on an individual who isn't the decision maker.
From Ralph Eubanks of the Roerig Division of Pfizer: the "Yes, and..." technique for effectively countering your client's objections.
From Cevin Melezoglu of American Greetings: the DPP (Direct Product Profitability) formula that American Greetings uses to give dealers a more accurate measure of product profitability than gross margins.
From John O. Todd of Northwestern Mutual: a technique for getting a bonafide commitment from the prospect before you do a lot of work on spec.
From Judie McCoy of Mary Kay Cosmetics: an irresistible way to overcome the "I'm Satisfied" objection.
From Charlotte Jacobs of Pitney Bowes: a closing technique that prevents propects from beating around the bush.
ISBN:0814476880
