The Sales Advantage

How to Get it, Keep it, and Sell More Than Ever

De: J. Oliver Crom, Dale Carnegie, Michael A. Crom

Narrado por: John Dossett

Now, for the first time ever, the time-tested, proven techniques perfected by the world-famous Dale Carnegie® sales training program are available in book form.

The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view.

Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amid a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did as recently as ten years ago is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. The book includes specific advice for each stage of the eleven-stage selling process, such as:

How to find prospects from both existing and new accounts

The importance of doing research before approaching potential customers

How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it)

How to reach the decision makers

How to sell beyond questions of price

The cutting-edge sales techniques in this book are based on interviews accumulated from the sales experiences of professionals in North America, Europe, Latin America, and Asia. This book, containing more than one hundred examples from successful salespeople representing a wide variety of products and services from around the world, provides practical advice in each chapter to turn real-world challenges into new opportunities.

The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.

Dale Carnegie and Associates, Inc, has produced three giant international bestsellers -- How to Win Friends and Influence People, How to Stop Worrying and Start Living, and How to Enjoy Your Life and Your Job -- with more than thirty million copies sold to date. Their most recent bestseller is The Leader in You. More than twenty-five hundred people around the world enroll in Dale Carnegie courses each week, adding to the five million people who have graduated from the world-famous self-improvement and training programs.©2003 Dale Carnegie & Associates Inc., All Rights Reserved; (P)2003 Simon & Schuster Inc., All Rights Reserved, SOUND IDEAS Is an Imprint of Simon & Schuster Audio Division, Simon & Schuster Inc.

Very helpful in improving my sales process

While I would have preferred the unabridged version, I was very impressed with they amount of valuable information I was about to get out of this book that directly applies to my situation.

Timeless

When I picked out this book I was afraid that the sales advise would be outdated, after all Mr. Carnegie died in 1955. The information wasn't outdated at all, actually there was some good information and useful examples. I get something new out of the book each time I listen to it.

A great resource

I am a sales coach and review a lot of sales related material. This is one I will recommend to clients.

Art of Public Speaking

Hi, I didn’t buy that ‘book’ yet so I will comment here hoping to get the proper Audible consideration. The Stars are for the Sale Advantage.

I’d love to buy the Art of Public Speaking audiobook because Dale Carnegie is a genius in those matters; of human relation sales, and the likes (one of the very best I know until now, I think), but I have concerns about what you said of the author.

Also I wanted an unabridged version of the ‘Sales Advantage’. The I’ll give it the 5 Stars.

Dale Carnegie certainly deserves much more attention and exposure, like various audio versions, rather than be like a miraculous ‘secret’ for success. Although... sure, you still have to work hard to attain it, it’s much lesser when you have the path (timeless teachings) built.

Terrific information

I have listened to this book multiple times and continue to listen to it. The methods are timeless and very effective. Absolutely made a difference to my sales results in a very difficult marketplace. I would recommend this book to any sales person.