Mastering The Essentials of Sales 6 docx

... second on the number of carats, or the weight of the manager’s wisdom the more wisdom and insight the sales manager can offer, the higher the appraised value. Third comes the cut, the manager’s ability ... or their indus- try. Their income grows at the same steady pace as their experience in the field. While millions of amateurs pay the price of mediocrity, hu...

Ngày tải lên: 21/06/2014, 13:20

... promises. Set stan- dards of profitability for every salesperson. MASTERING THE ESSENTIALS OF SALES 63 REMINDER In a tough economy 80 percent of all profits are the result of internal decisions, ... would double the sales of wine. MASTERING THE ESSENTIALS OF SALES 66 ACTION TIP Don’t use boilerplate messages. Your job is to skillfully tease out burning pr...

Ngày tải lên: 21/06/2014, 13:20

... creation of a successful company—can truly light up the world. MASTERING THE ESSENTIALS OF SALES 91 107 T he dream of flight has captivated mankind for thou- sands of years. Likewise, the dream of ... that they can use to build positive and productive lives. But they can’t find it in their daily papers. MASTERING THE ESSENTIALS OF SALES 94 When people read a st...

Ngày tải lên: 21/06/2014, 13:20

... Loy- MASTERING THE ESSENTIALS OF SALES 86 When people read a story in The New York Times, they hardly think about what made it possible for the Times to publish 365 issues every year for the past ... time, the word Geist has two meanings: One is spirit, the other ghost. Loosely translated it could mean the “spirit of our time” or the “ghost of our time.” For examp...

Ngày tải lên: 21/06/2014, 10:20

... edge would fall off. People who lack cu- riosity never bother to expand their horizons. They will never know of the riches waiting for them if they only bother to move outside their comfort zone. ... at hand. The success-oriented mind is like a magnifying glass that focuses the rays of the sun in one concentrated spot. The magnified intensity of the rays dissipates the mom...

Ngày tải lên: 21/06/2014, 10:20

... continue the climb and win. MASTERING THE ESSENTIALS OF SALES 161 out what influenced the company’s growth (or de- cline) during the past five years. 6. Check the company from the perspective of the ... shareholders. The more employees understand the role of manage- ment, the better they will be able to contribute and make their investment pay off. MASTERING...

Ngày tải lên: 21/06/2014, 10:20

... second on the number of carats, or the weight of the manager’s wisdom the more wisdom and insight the sales manager can offer, the higher the appraised value. Third comes the cut, the manager’s ability ... from their point of view, and they can’t see new challenges. MASTERING THE ESSENTIALS OF SALES 34 SUCCESS PRINCIPLE Successful salespeople understand the...

Ngày tải lên: 21/06/2014, 10:20

... knowl- edge is the foundation of sales success. To sell well, the theory goes, salespeople need to develop a detailed knowl- edge of their product, their markets, and their customers. It’s a useful theory, ... rate among officers. In corporate America, the best sales managers are not the ones who hide behind their desks, but those who go out to see the toughest cus- MASTERI...

Ngày tải lên: 21/06/2014, 10:20

... watch him play. MASTERING THE ESSENTIALS OF SALES 197 path the ball will take from the putter to the hole be- fore they strike the ball. Likewise, top salespeople al- ways keep their eyes squarely ... shape of the earth, the continents and the ocean was not ignorance, but the illusion of knowledge.” Many people think they fully understand the power of atti- t...

Ngày tải lên: 21/06/2014, 13:20

... from the solution to the original problem. In- stead of proving to the customer that they don’t have the right solution, they lead their customers to care- fully review the true nature of their ... Because some salespeople have a strong need to be liked, and their need for approval prevents them from asking some of the tough questions that would MASTERING THE ESSENTIALS...

Ngày tải lên: 21/06/2014, 13:20