Master Selling, Maximize Success

Book excerpt: Any great salesperson will tell you that mastering the fundamentals is the key to sales success. This latest addition to the Positive Business series is a comprehensive guide to every aspect of selling. Expert consultant Kristina Susac's unique approach gives readers a complete understanding of the entire sales process: from preparation, to presentation skills, to post-sale customer care and retention. Tools for understanding the customer's perspective are presented throughout, such as establishing rapport, developing listening skills, and identifying customer motives, issues, and needs. Susac's distinctive holistic approach addresses the emotional factors that impact the bottom line, such as motivation, life-work balance, rejection, adversity, and radiating a positive attitude. Step-by-step training exercises and practical real-world advice guarantee that readers will come away with the skills to make selling both a profitable and fulfilling experience from beginning to end.