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The Art of Influencing and Selling [Paperback]

Ardi Kolah

List Price: CDN$ 44.95
Price: CDN$ 28.32 & FREE Shipping. Details
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Book Description

Feb. 28 2013 Guru in a Bottle

Plan. Persuade. Negotiate. Collaborate. Sell! The Art of Influencing and Selling is designed for sales professionals looking to evaluate and improve their powers of persuasion in a business environment. From creating new business with existing clients to creating a new customer base, this book provides a valuable toolkit for developing sales skills and opening up opportunities for business growth. 

Topics covered include: the psychology of selling a product or service; the sales pipeline and how to ensure it's realistic; making an effective sales presentation; up-selling, cross-selling, cold-calling and warm calling; effective approaches to prospective customers and clients; how to interrogate a database of contacts to get more sales; how to write effective sales materials; the power of business networking; how to get senior level appointments in your diary and closing a sale and follow up.

Product Details

  • Paperback: 304 pages
  • Publisher: Kogan Page (Feb. 28 2013)
  • Language: English
  • ISBN-10: 0749464488
  • ISBN-13: 978-0749464486
  • Product Dimensions: 23 x 16 x 1.6 cm
  • Shipping Weight: 458 g

Product Description


"The sheer amount of practical advice on influencing and selling packed into this 'Guru in a Bottle' book must make it a magnum at the very latest. Ardi Kolah nails some of the central issues for all sales and marketing people: the power and central role of emotion in buying decisions, the importance of listening and the need to focus, relentlessly, on your customer. It's a relief to read that I've been doing a few things properly over the years -- I still wish I'd had this book from the beginning." --Andy Maslen, author of Write to Sell

"The Guru range of books is all about going back to basics and perfecting the important basic skills as well as refining tried and tested techniques so that you can stay one step ahead of the crowd. There are lots of fresh insights and practical, usable tools which will help you to sell more and better. Some very useful advice here." --Rebecca Harding, The Sun

Sales professionals and students in marketing courses learning about sales and communication.

Book Description

A toolkit for enhancing one's sales results through persuasion and collaboration

Inside This Book (Learn More)
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Front Cover | Copyright | Table of Contents | Excerpt | Index
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