First, follow fictitious salesman Michael Baker step-by-step through the essential stages of a successful, detailed sales presentation from preparing for the presentation and getting past the gatekeeper on the telephone to overcoming objections and closing the sale. Then, the 5 super-salespeople speak candidly about their own experiences and the secrets of their success. Among the topics discussed are how to make a cold call, how to control tone of voice and appearance, how to get on a first-name basis with the decision-maker, and how seasoned professionals deal with rejection. This is truly a must-have reference and inspiration for anyone who wants to sell anything.
©1987 Robert L. Shook; (P)1987 Bantam Audio Publishing, A Division of Random House, Inc.
the book jumps around a lot and isnt organized very well. i think that shook should have used more examples instead of repeating concepts that didnt need to be repeated so many times
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