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Overview
The basic keys to selling, without the fluff, so salespeople can stop reading and start selling! The problem with other books on sales for beginners is that they either talk above the heads of the beginning salesperson, or they are too focused on tricks and shortcuts to closing the deal. Frank McNair's How You Make the Sale speaks to beginning salespeople at their level-so they can put the advice to work right away.By following eight simple steps, this essential guide teaches anyone how to sell anything. It also gives sales managers everywhere a simple sales book that teaches the principles of honest selling in an accessible and easy-to-grasp way.
The perfect primer for any new salesperson, or for non-sales employees who suddenly find themselves doing a sales function.
Synopsis
An essential tool for beginners and beyond.
Soundview Executive Book Summaries
Master salesman Frank McNair believes that salespeople can sell a product that interests them to the people they value while still maintaining their integrity. To show them how, he presents the skills for listening, processing what is learned, and matching the product or service to the customer's problem. While breaking down the sales process, McNair offers better ways to perform prior research, meet and greet, discover needs, describe features, present a solution, deal with resistance, close, follow up, and create satisfied customers. Copyright © 2006 Soundview Executive Book Summaries