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World Class Selling: The Complete Selling Process

Roy Chitwood (Author)
Synopsis World Class Selling is a scientific process that enables you to sell any product, service, or idea. Behind its procedures lies an ethical philosophy that you can rely on – a win-win philosophy of serving the customer. You contrary to your personality. You will learn about the buyer’s hidden agenda: the Five Buying Decision that every prospect must make before buying. If you don’t know what these decisions are, or the precise order in which they are made, you can’t reach your potential in sales. In World Class Selling, you will learn the Seven Steps of the Track Selling system TM that carry you smoothly through each of the prospects’ buying decisions in the correct order. You will also learn the Six Buying Motives – the “hot buttons” in selling. By adapting your presentations to your prospects’ motives you will increase your sales and your customers’ satisfaction. Most sales literature focuses on closing. But asking for the order and closing the sale are logical conclusions to a well given presentation. That’s why World Class Selling covers each point in the sale process, from the approach to the close – and beyond. You’ll learn new ways – ways that help the customer – dealing with objections such. “I want to think it over,” “Your price is too high,” and “I want to shop around. The skills, techniques and philosophy of World Class Selling will give you a sustainable advantage over your competition. World Class Selling will show you how to sell more, earn more, and have more fun in the process.
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About the author

Roy Chitwood

Roy Chitwood has developed, practiced, and taught World Class Selling for 35 years. He has been consulted on sales development strategies by some of the nation’s largest corporations. As president of Max Sacks International, a leading sales training company. Roy has helped more than 150,000 salespeople with over 3,000 companies to increase their sales productivity.

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Bibliographic information

Title World Class Selling: The Complete Selling Process
Author Roy Chitwood
Format Softcover
Date published: 01.01.2005
Edition 1st ed.
Language: English
isbn 8179920542
length xiv+405p., Figures; References; Index; 25cm.