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Type of bind: Hardcover
Dewey Decimal Number: 658.85
EAN num: 9780743215916
ISBN number: 0743215915
Label: The Free Press
Manufacturer: The Free Press
Quantity: 1
Page Count: 304
Printing Date: December 31, 2002
Publishing house: The Free Press
Release Date: December 31, 2002
Sale Popularity Level: 111767
Studio: The Free Press
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Product Description:
Now, for the very first time ever, the time-tested, proven techniques perfected by the world-famous Dale Carnegie® sales training program are available in book form.
The two crucial questions most often asked by salespeople are: 'How can I close more sales?' and 'What can I do to reduce objections?' The answer to both questions is the same: You learn to sell from a buyer's point of view.
Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amid a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did as recently as ten years ago is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. The book includes specific advice for each stage of the eleven-stage selling process, such as:
How to find prospects from both existing and new accounts
The importance of doing research before approaching potential customers
How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it)
How to reach the decision makers
How to sell beyond questions of price
The cutting-edge sales techniques in this book are based on interviews accumulated from the sales experiences of professionals in North America, Europe, Latin America, and Asia. This book, containing more than one hundred examples from successful salespeople representing a wide variety of products and services from around the world, provides practical advice in each chapter to turn real-world challenges into new opportunities.
The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.
Dale Carnegie and Associates, Inc, has produced three giant international bestsellers -- How to Win Friends and Influence People, How to Stop Worrying and Start Living, and How to Enjoy Your Life and Your Job -- with more than thirty million copies sold to date. Their most recent bestseller is The Leader in You. More than twenty-five hundred people around the world enroll in Dale Carnegie courses each week, adding to the five million people who have graduated from the world-famous self-improvement and training programs.
User popularity level:
Rated by buyers -
This book takes off to a good start. The tone is straightforward. The very first three elements in the sales process are focused on improving the odds that the prospect will spend time with us. Seeing things from the other person's point of view is the backbone of the "Sales Advantage" approach to selling.
The content in this book does a good job selling itself to you while it teaches you how to sell to others. However, being a partial offshoot of "How to Win Friends and Influence People" you tend to find the same excessive rambling you found in this earlier work.
The Sales Advantage tools and principles can energize your selling efforts. They can empower you, challenge you, and give you a new level of confidence in your sales abilities. The objective of The Sales Advantage is to strengthen the performance and behavior of salespeople. The concepts provide a repeatable sales process that helps salespeople to sell from a buyer's point of view.
Written in step-by-step form, the Sales Advantage will enable any person in sales to design a win-win selling model. This how-to guide has chock full of examples covering a gamut of sales undertakings. Your attitude makes all the difference in whether the tools will motivate you to build the solid customer-focused relationships you need for long-term sucess in selling.
Learning how to sell using the Sales Advantage tools and principles will increase the odds that we will overcome sales challenges successfully. How? By learning to see the buying and selling process from the customer's point of view.
FEW IDEAS:
1) Get around people who are passionate about selling.
2) Read, Watch, and listen to inspirational material.
3) Talk to customers who love the product or service you sell.
4) Write out your vision and invest yourself emotionally in your job.
THREE THINGS TO KEEP IN MIND:
1) You get the sales advantage by learning how to use the tools and principles.
2) You keep the advantage by committing to practicing the use of the tools, day in and day out, until they become second nature.
3) You sell more than ever by having the right attitude about selling, by building customer-focused relationships, and by looking for ways to get out of your comfort zone and try something different.
Rated by buyers 
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In any field, sales people must deal with people. There is no Mr. IBM or Ms. Microsoft - there are just people. We make sales too complicated when we overlook that people do the purchasing, even in complex teams - people just want someone to listen to their needs and provide a solution with some integrity. Dale Carnegie's Human relations approach boils it all down to sincerely trying to see things from the buyer's point of view, and just be honest! Wow - what a concept! It's important to read "How to win friends" very first to really get the human relationship princples down pat. Then read this book - and then go make some sales!
Rated by buyers -
J. Oliver Crom and Michael Crom have written a very good book for sales professionals who are on a learning curve, particularly newcomers and those with intermediate sales experience. Although veterans might know most of the new ideas here, the authors present valuable concepts in the excellent prospecting section and in the review of how to close a sale. The book presents a somewhat institutional Dale Carnegie approach to sales, including a strong emphasis on maintaining a positive attitude and a customer-centered approach. The section on overcoming objections could be juiced up a bit and many of the illustrative anecdotes could be developed more richly, but the book supplies significant expertise for newer sales professionals - and that alone, we believe, should make it an easy sell.
Rated by buyers -
This is a good introductory work for a salesperson or
someone opening his/her own business. The author teaches
how to develop credibility, interest, stories, instructional
approaches, needs analysis and a host of other components aimed
at cultivating customer sales. Later on, the work builds
upon a negotiation scheme involving information gathering,
resolution of concerns, conflict resolution, collaboration,
customer needs and multiple solution sets in order to produce
a successful sale through advanced negotiation techniques.
The thrust of the work teaches how to gain and cultivate
customer commitments. The book is a good introductory
rendition for budding salespeople. It will provide reinforcement
for experienced salespeople.
Rated by buyers 
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As an agent for one of the largest life insurance companies in the world, I am always looking for "THAT" book which will reveal a missed point that can give the edge over my very capable competition. When I saw this I thought this might be it. After reading this book, my search must continue. The book may hold some value for someone brand new to the field of sales, but for anyone who has sold for more than a few months, the teachings are old hat with no nuggets to be found. I have other Carnegie books and this one is not worthy to be on the shelf beside the others. I would recommend books by Tracy or maybe "SuperSelf" by Charles Givens. Now there is a book to chew on for days. My advice, save your money and buy something else.
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