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Item Details
Title: CUT THE C.R.A.P. AND MAKE THE SALE
By: Russ Peterson, Don Sanders, David Cox
Format: Paperback

List price: £19.00


We currently do not stock this item, please contact the publisher directly for further information.

ISBN 10: 1932021078
ISBN 13: 9781932021073
Publisher: DC PRESS
Pub. date: 1 October, 2003
Pages: 226
Synopsis: Cut the CRAP and Make the Sale is the "first and only sales handbook to marry a proven psychological methodology to overcome your problems (CRAP) with professional selling techniques." By first understanding the internal selling deterrents, you are better prepared for sales success. Catastophising happens when a sales rep imagines the worst will become real. Understanding the Selling and Buyer Processes, the mystery of worst case scenario will disappear. Rationalising is a hurdle that allows sales people to "logically" make sense of why they are not doing what they should. The book arms people with successful prospecting techniques that defeat rationalising. Agonising can cause complete inertia as one weighs decisions. Overcoming agonising means overcoming fear. Agonising is destroyed when you are armed with the selling tools used by successful sales pros. Finally, Procrastinating leads to mismanagement of your most valuable resource: your time. Sales can be lost in a matter of minutes. While you are pursuing "bad" business, your competitors are signing contracts.
Illustrations: tables & charts
Publication: US
Imprint: DC Press
Returns: Returnable
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