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Next-Step Selling | 
| Author: John Barker
Publisher: Longman
Category: Book
List Price: $23.95
Buy New: $0.88
You Save: $23.07 (96%)
New (12) Used (13) from $0.01
Sales Rank: 2054115
Media: Paperback
Number Of Items: 1
Pages: 400
Shipping Weight (lbs): 1.1
Dimensions (in): 9.3 x 6.2 x 1
ISBN: 1740096231
Dewey Decimal Number: 381
UPC: 076092017059
EAN: 9781740096232
ASIN: 1740096231
Publication Date: December 17, 2001
Availability: Usually ships in 1-2 business days
Shipping: Expedited shipping available
Shipping: International shipping available
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| Editorial Reviews:
Product Description
P A must for every sales professional, BNext-Step Selling/B explains how to sell complex goods and services to today's savvy customer ULLI Provides a clear and realistic diagnostic tool for complex selling that may be applied to the majority of sales environments. /LILI Teaches the salesperson how to sell not only the product, but the organization and themselves. /LILI Shows how to differentiate a product from the multitude of competitors by tangible 'separation factors'. /LI/UL Relevant to today's complex sales environment, where the customers are more knowledgeable, aware and demand the best value for their money, BNext-Step Selling/B provides a clear, workable and realistic diagnostic tool that may be applied to the majority of sales environments and products, goods or services. In today's cost sensitive business environment, retaining and nurturing existing customer relationships is more effective than focusing energies on gaining new customers, so complex selling is more critical. John Barker teaches the salesperson how to sell, not only the product, but also the organization and themselves and illustrates how to differentiate a product from the multitude of competitors by intangible 'separation factors'. The book is divided into three key sections and provides a workable view of the 'Next-Step' selling technique. The first section offers a new approach to selling while the second section covers the nine key sales elements (planning, prospecting, relationship, needs, positioning, follow-up, barriers, closing and negotiation). The final section covers bringing the process to life with essential sales skills. P B John Barker/B is a partner in DTS International, a corporate communications consultancy and is a high profile speaker, participating in seminars about communication and negotiation skills, conflict resolution, team dynamics, sales skills and customer relationships.
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