by Edward Delgaizo (Author), Seleste Lunsford (Author), Mark Marone (Author)

How today's top sales pros consistently connect with--and close--their best, most lucrative customers

Sales pros often focus too much on operational details and forget that the secret to selling is developing strong customer relationships. Secrets of Top-Performing Salespeople reiterates that the customer is key and provides customer-based lessons and techniques based on up-todate studies and examples from hundreds of exceptional salespeople.

This dynamic book reveals how average salespeople become exceptional by being responsive to and focused on the customer, both behaviorally and organizationally.

Profitable solutions are offered on:

• Team selling
• Competitive selling
• Account management
• Use of new technologies

  Back Jacket

  A No-Nonsense Coursebook on the Rules of Effective Selling--From the Top Ten-Percenters Who Profit From Those Rules Every Day

  In study after study, top sales professionals demonstrate the ability to step outside of their own skins and view each contact through the eyes of their customers. They also reveal, to a person, how they must continuously work and learn to maintain their competitive edge! Secrets of Top-Performing Salespeople features well-researched, market-proven strategies you can use to hit the top of your organization's sales charts by understanding today's tools of technology, seamlessly addressing customer indifference and objections, and relentlessly focusing on the needs of your customer--in every way, at every level, and at each critical contact point.

  Praise for Secrets of Top-Performing Salespeople

  "If you've been grappling with how to boost the effectiveness of your sales team, Secrets of Top-Performing Salespeople will help you evaluate where in the sales process you need to focus your attention for maximum sales results."

  --Sharon M. Daniels, President and CEO

  Communispond

  "Every chapter contains nuggets of sales wisdom distilled down to their essence--what a salesperson must do, why it matters (to the customer and the salesperson), and how it should be done."

  --Howard Kamens, Vice President, Marketing

  Cookson Electronics Equipment

  "Secrets of Top-Performing Salespeople nails it right on the head!"

  --Bill Rody, Sr., Assistant Vice President, Customer Relationship Management, Quality

  & Training

  Union Pacific Railroad

  Author Biography

  Edward R. Del Gaizo, Ph.D. is director of research, evaluation, and certification at AchieveGlobal and the author of High Performance Sales Organizations.

  Seleste E. Lunsford is a product manager for AchieveGlobal's Sales Performance portfolio of products and services.

  Mark D. Marone is AchieveGlobal's senior research manager.

  Number of Pages: 172
  Dimensions: 0.54 x 8.44 x 5.48 IN
  Illustrated: Yes
  Publication Date: August 28, 2003

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