| Description |
202 pages : illustrations ; 23 cm |
|
text txt rdacontent |
|
unmediated n rdamedia |
|
volume nc rdacarrier |
| Note |
Includes index. |
| Contents |
Forward -- Introduction -- Chapter one: the keys of gettin' in and gettin' out -- Chapter two: develop the proper mindset -- Chapter three: the value of planning -- Chapter four: set your goals -- Chapter five: the facts on prospecting -- Chapter six: telephone prospecting -- Chapter seven: prospecting via mail -- Chapter eight: prospecting face-to-face -- Chapter nine: know who you're dealing with -- Chapter ten: first impressions count -- Chapter eleven: building rapport -- Chapter twelve: corral 'em in before your sales presentation -- Chapter thirteen: the pre-sell, product presentation, and add on -- Chapter fourteen: the close -- Chapter fifteen: overcoming objections -- Chapter sixteen: getting referrals -- Conclusion -- Index -- About the author. |
| Summary |
"If you want to reach your sales goals, then you need to get in front of the key decision makers, lead them through the sales process, and get out with a signed contract. This book shows you how. Filled with proven and creative prospecting and closing techniques, Gettin' In & Gettin' Out takes the mystery out of sales success." -- From back of book. |
| Subject |
Sales management.
|
| Added Author |
Bedford, Henry, writer of forward.
|
| Added Title |
Gettin' in & gettin' out. |
|
Gettin' in and gettin' out. |
| ISBN |
9780871975294 |
|
0871975297 |
|
