"Feast or famine, boom or bust--it's a pattern that too many sales organizations regard as a necessary evil. And that's plain wrong. If you want a long-term career, you need to get off the roller-coaster of inconsistent results. Instead of frantic scrambles to meet quotas, you can create a strong year-round record of closed sales, repeat customers, and increasing referrals, all while you build a growing prospect list. That's what creating a Nonstop Sales Boom is all about. Colleen Francis has filled this book with scores of winning strategies and tips to fuel your own year-round sales boom. Among the many useful things you'll learn are: * Techniques to convert every legitimate lead * How to have prospects banging on your door * How your compensation formula can depress sales -- or lift them * Why requests to lower price are sure signs of a sale at a higher price * How to create customer evangelists and epiphanies * The best way to obtain the mega-testimonials * How to ""fire"" bad accounts without burning your bridges behind you While extensive improvement work has been done by experts and well-intentioned companies in specific tactical parts of the sales process, never before has a focus been placed on the specific causes of, and cures for, the roller-coaster, boom-bust cycle that most sales organizations endure. Until now."
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