Winning Group Sales Presentations

Released on by Linda Richardson
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  • Winning Group Sales Presentations Book Detail

  • Author : Linda Richardson
  • Release Date : 1991
  • Publisher : Irwin Professional Publishing
  • Genre : Business & Economics
  • Pages : 232
  • ISBN 13 :
  • File Size : 56,56 MB
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Winning Group Sales Presentations by Linda Richardson PDF Summary

Book Description: This book offers what every salesperson needs to sell products or services in the coming decade--step-by-step guidelines for developing and implementing a plan to sell to client groups. This book identifies the often unexpected things that can happen when selling to a group. Based on years of training and testing strategies and techniques in group sales situations, it is packed with practical, how-to skills. Specifically, this book explains: How to package presentation materials--and the salesperson--to suit the client's needs; how to use the valuable minutes before you present to begin creating rapport; how to deal with resistance, objections--and hostility; how to determine the powerful client decision maker and who influences him/her; how to address each client's individual concerns while keeping the entire group's attention.

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