Sell Yourself First

The Most Critical Element in Every Sales Effort
Product Number: EB00396924
Released: Jun 05, 2014
Business Term: 2 Year
ISBN: #9781101475195
Publisher: Portfolio
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Description

Today more than ever, the biggest thing that separates you from your competitors is you. According to Thomas A. Freese, whose Question-Based Selling system has been adopted and implemented by thousands of salespeople in companies all over the world, YOU are the biggest differentiator between you and your competitors. Given the current business climate, sellers should no longer count on their product or service to sell itself because their toughest competitors are out there with similar products they claim are better. Instead, it's more likely that in closely contested sales, the decision will come down to whichever salesperson offers the best service, is the most responsive, or displays any number of other highly intangible attributes, such as credibility, expertise, helpfulness, and integrity. The challenge for sellers is to convey these qualities in a way that promises value to customers. Freese explains how to maximize a value proposition and ultimately win more sales through strategies that include: ? managing conversational dynamics ? influencing the customer's buying criteria ? justifying costs ? creating curiosity about your product

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Author(s): Thomas A. Freese
Original Publish Date: Dec 30, 2010

All formats/editions

CD
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Author(s): Thomas A. Freese
Narrator(s): Thomas A. Freese
Product Number CA0055
Released: Nov 18, 2011
Business Term: Purchase
ISBN: #9781464000713
eAudio
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Author(s): Thomas A. Freese
Narrator(s): Thomas A. Freese
Product Number Z04616
Released: May 01, 2012
Business Term: Purchase
ISBN: #9781464022289

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