The Sales Advantage: How to Get It, Keep It, and Sell More Than Ever

In any field, sales people must deal with people. There is no Mr. IBM or Ms. Microsoft - there are just people. We make sales too complicated when we overlook that people do the purchasing, even in complex teams - people just want someone to listen to their needs and provide a solution with some integrity. Dale Carnegie's Human relations approach boils it all down to sincerely trying to see things from the buyer's point of view, and just be honest! Wow - what a concept! It's important to read "How to win friends" first to really get the human relationship princples down pat. Then read this book - and then go make some sales!

This is a good introductory work for a salesperson orsomeone opening his/her own business. The author teacheshow to develop credibility, interest, stories, instructionalapproaches, needs analysis and a host of other components aimedat cultivating customer sales. Later on, the work buildsupon a negotiation scheme involving information gathering,resolution of concerns, conflict resolution, collaboration,customer needs and multiple solution sets in order to producea successful sale through advanced negotiation techniques.The thrust of the work teaches how to gain and cultivatecustomer commitments. The book is a good introductoryrendition for budding salespeople. It will provide reinforcementfor experienced salespeople.

You get a proven process, practical examples, and enjoyable reading.