State of the Art Selling : Superstar Sales Secrets
Author : Barry J. Farber
Rating : Good
Based on the Sales Cycle - from Planning to follow Up -this book contains every key question a salesperson should ask himself or herself before entering a prospect's office , not to mention identifying all the questions that he should ask the customer in order to close the cycle .
This book is packed with Action Plans ,Checklists and inspiring Quotes for every stage of Sales Process .
It's broken down into Stages
a) Motivation
b) Prospecting
c) Needs Analysis
d) Presentations
e) Handling Objections
f) Closing
g) Follow Up
h) Time Management
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