EAN: 9781265224448

SALES ESSENTIALS THE TOOLS YOU NEED AT EVERY ST...

Must-know concepts and smart strategies to improve every part of your sales process-from the
new Essential Series for business professionals With so much focus put into making a sale  many
professionals find they need help improving the crucial points that come before and after the
sale. In Sales Essentials  you'll find the comprehensive  up-to-date information you need to
improve your skills at every point of the sales process-before  during  and after-to ensure
you've mastered all the tools you need to further your career. . PART I: THE ESSENTIALS
explores the foundation for the sales experience-the human connection. It also dives into the
common challenges (and opportunities) sellers encounter and actionable insights to address them
followed by the characteristics and attributes associated with the most successful salespeople
and more. . PART II: THE ESSENTIALS APPLIED gives you tools to use before  during  and after
the sale  including tips on prospecting  preparing and conducting the discovery meetings 
qualifying in and out  getting the most out of follow-up meetings  closing deals  and setting
up accounts for success and expansion. Real  raw  and direct  you'll learn from someone that
has been in the sales trenches for years-no fluff! . PART III: BEYOND THE ESSENTIALS offers
even more hands-on advice about the human side of sales-from dealing with rejection and
self-doubt to learning about specific tactics to help protect your mental health. Filled with
practical advice  useful tools  assessments  a toolkit  and more  Sales Essentials ensures
you'll walk away feeling more confident in your skills at every step in the sales process-and
ready to put them into action right away.

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