getAbstract Summary: Get the key points from this book in less than 10 minutes.
Author and sales trainer Dan Seidman says salespeople will encounter various kinds of buyers: Some find new ideas exciting, others are suspicious. Some want the big picture, while others prefer the details. Some live by their guts, and others demand statistics and reports. The key to making more sales is figuring out your prospects' character and matching your dialogue to their individual style. Many of Seidman's strategies – such as evoking emotions, asking questions, using stories and adopting positive self-talk – form the backbone of good standard sales practices, so if you're a sales rookie seeking a solid model or a veteran who wants to brush up your skills, getAbstract recommends beginning with this book.
Copyright © 2012 AMACOM, a division of American Management Association
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