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THE STORY GOES LIKE THIS………….
CHARACTERS Max and Minnie
Oracle
The Closer - Cassuis
The wizard - Toby
The Builder - Ben
The captain and his crew
BEDROCK QUESTIONS:
Who are our customers?
Who are our competitors?
Why do customers want
what we are selling?
What would make them prefer
to buy from us?
Why might they prefer to buy
from our competitors?
What added values does our
salesperson have to offer to
make a sale?
THE NINE STEPS OF SELLING
MARKETING:
1. Marketing Communication
2. Generating leads
3. Qualifying prospects
Sales:
1. Presentation
2. Resolving Objections
3. Closing the sale
Service
1. Execution and service
2. Building Relationships
3. Repeat Business
JEFF COX
Jeff Cox displayed his remarkable gift for
translating complex theories into entertaining
stories.
Co-author of Zapp! and The Goal
HOWARD STEVENS Howard Stevens is chairman and CEO
of The HR Chally Group
Sales performance consulting
corporation providing personnel
assessment and research services to
more than 2,500 customers in 35
countries
Stevens specializes in sales
Stevens is the author of several
books on sales and management,
including The Quadrant Solution
(AMACOM Books, 1991) and
Achieve Sales Excellence (Adams
Media, 2007)
Presented his sales program more than
500 times in 30 countries for
corporations, trade associations,
government agencies, and universities.
Stevens also teaches world-class sales at
universities and graduate schools of
business
Serves on the Sales Advisory Board
for Ohio University and the
Foundation Board of Wright State
University.
REVIEW
• Simple
• Interesting
• Understandable
• Easy explanation of business concepts
• Entertaining
PRODUCT DETAILSPaperback: 255 pages
Publisher: Touchstone; Reprint edition
(January 3, 2001)
Language: English
ISBN-10: 0684856018
ISBN-13: 978-0684856018
Product Dimensions: 5.5 x 0.6 x 8.5
inches
BY
A.R.ROHINI