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One of the top sales people in telecom reveals the key to superior sales results. This book provides a practical eight-step program for successful sales in the rapidly changing field of telecommunications. Whether selling a $50 cellular phone or a $500,000 PBX, a skillful sales person is the key to winning the sale against ever tougher competition. The author shows how to foster success in this environment by building the skills, attitude, and knowledge essential to creating lasting partnerships with customers.
One of the top sales people in telecom reveals the key to superior sales results. This book provides a practical eight-step program for successful sales in the rapidly changing field of telecommunications. Whether selling a $50 cellular phone or a $500,000 PBX, a skillful sales person is the key to winning the sale against ever tougher competition. The author shows how to foster success in this environment by building the skills, attitude, and knowledge essential to creating lasting partnerships with customers.
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Philip Max Kay is the #1 sales trainer in the telecommunications industry, having trained over 5,000 telecommunications sales professionals. His clients range from many well-known telecom companies such as SBC Communications, Sprint, Ericsson, Nortel, Lucent, Toshiba and Panasonic, to small emerging telecom companies such as e.spire, KMC Telecom, Gillette Gobal Networking and Staples Communications. Mr. Kay has a B.A. in economics from Colby College, and an MBA in marketing from Boston University.
Inhaltsangabe
Preface, Chapter 1 The Wonderful World of Selling, Chapter 2 The Eight Step Sales Process, Chapter 3 Step 1: Prospecting The Foundation of Success, Chapter 4 Step 2: Great First Appointments, Chapter 5 Step 3: Qualifying, Chapter 6 Step 4: Fact Finding, Chapter 7 Step 5: Effective Presentations, Chapter 8 Step 6: Overcoming Objections, Chapter 9 Step 7 : Closing, Chapter 10 Step 8: Follow Up and Support, Chapter 11 Success and Failure
