Mastering The Essentials of Sales What You Need to Know to Close Every Sale 1st Edition by Gerhard Gschwandtner ISBN 0071491589 9780071491587

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Product details:

ISBN 10: 0071491589

ISBN 13:  9780071491587

Author: Gerhard Gschwandtner

Go back to basics and soar to new heights of profit

This book takes you to the source of sales excellence: the fundamentals. A gold mine of practical wisdom for seasoned professionals and beginners alike, it helps you build a strong foundation in the basics from which to soar to dizzying new levels of professionalism and profitability.

International sales guru Gerhard Gschwandtner draws upon his 30 years of experience and on the wisdom of legends from the worlds of business, sports, the military, science, and entertainment to deliver 51 concise essays that teach powerful success lessons.

ASKING QUESTIONS

“If you don’t ask questions that lead to the customer’s needs, you won’t be needed by your customer or your company.”

RELATIONSHIPS

“The quality of your relationship with your customer determines the profitability of the account.”

LEARNING

“Set aside two hours every week for professional development. In three years you’ll be far ahead of your competition.”

CASHING IN ON FAILURE

“Failure is always a bitter medicine. We can either swallow the medicine so it can release its power, or refuse to take it and fail again.”

Table of contents:

Part 1: The Basics of Sales Success
1 The Story of Selling Power Magazine
2 The Evolution of the American Sales Profession
3 The Amazing John Henry Patterson
4 How Do You Expand Your Knowledge?
5 Selling Is Not a Place for Amateurs
6 Customer Satisfaction Starts with the CEO
7 Make Change Your Ally
8 How to Gain Perspective
9 The Four C’s of Management
10 The Triangle of Sales Success
11 Teamwork Makes Dreams Work
12 How Do You Create Trust?
13 How Marines Motivate the Front Line
14 How to Achieve Consistent Success
15 An Urgent Reminder-Think Profits!
16 Revitalize Your Sales Message
17 Customer-Message Management
18 What’s Your Strategy for Selling in Tough Times?
19 A Ten-Point Plan for Success
20 Replant to Grow
21 Customer Relationships in a Slow Economy
22 The Roadblocks to Selling an Idea
23 Are You Selling Problems or Solutions?
24 The Indomitable Times
25 How Can We Manage the Zeitgeist?
Part 2: Developing into a Sales Leader
26 Are You Ready to Soar?
27 Do You Use the Right Fuel for Your Engine?

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