The Agile Manager's Guide to Customer-Focused Selling (2nd Edition) - Softcover

D'Innocenzo, Len; Cullen, Jack

9781580990219: The Agile Manager's Guide to Customer-Focused Selling (2nd Edition)

Softcover

ISBN 10: 1580990215 ISBN 13: 9781580990219

Publisher: Velocity Pub, 2000

The best salespeople provide solutions that build trust and credibility, rather than relying on tricks and manipulation. This guide explains how to create that trust, as well as how to conduct customer-focused interviews, deliver outstanding proposals, handle objections, and negotiate win-win agreements. A focus on "buying" the salesperson rather than the product sets this book apart.

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About the Author:

Len D'Innocenzo and Jack Cullen are principals in D'Innocenzo-Cullen and Associates, a training and consulting firm whose clients include Microsoft, Computer Associates International, and AT&T. They are coauthors of The Agile Manager's Guide to Coaching to Maximize Performance. Len lives in Andover, Massachusettes. Jack lives in Pennington, New Jersey.

Review:

"Customer-Focused Selling . . . has proven itself a primary success factor contributing to our remarkable sales and revenue results." -- Jay Crookston, vice president, worldwide sales, MCI Worldcom Conferencing

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