The difference between high performing and average sales performance is the ability to excel at each stage of the sale and anyone whose role involves selling or influencing people will find this chapter invaluable.
Building on the Foundation Chapter, the Sales Chapter explores how an individual is likely to approach each stage of the sale from preparation to follow up. It is an ideal component for a sales training programme or as a coaching tool for a sales manager to use with his/her team members.
The Sales Chapter explores:
- Selling Style
- Before the sales begins
- Identifying needs
- Proposing
- Handling buying resistance
- Gaining commitment
- Follow up and follow through
- Sales preference indicators
