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Little Red Book of Selling: 12.5 Principles of Sales Greatness
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Avg. Rating:♥♥♥♥♥
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Gitomer is a salesman at heart. He manages to distill old and known truths and success factors into a creative and inspiring book. He constantly uses the .5 element in all the lists in the book (and his other books) that thus have become his trademark. Nonetheless, it is not annoying but easy fun.
This book might be too simple for experien... »
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SPIN Selling
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Avg. Rating:♥♥♥♥♥
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If [[ASIN:0786303158 Solution Selling: Creating Buyers in Difficult Selling Markets]] is the comprehensive guide to selling intangible, complex solutions, then SPIN Selling is the comprehensive guide to asking customers questions to find our what mattered to them most.
SPIN Selling is definitely NOT the first book that guides sales people ... »
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What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales
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Avg. Rating:♥♥♥♥♥
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In this short and instructive text on how to move away from commoditization and low price selling, author and respected business advisor Ram Charan uses storytelling, real business situations, and instructional examples to explain Value Creation Selling (VCS).
Charan starts by declaring the traditional sales method - representative calli... »
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The SPIN Selling Fieldbook
This book is a 206 page powerhouse, but I want to direct you to pages 50 and 51:
"The Good News"...
"The good news is that the S... »
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Buy Red Book Selling Principles Techniques SPIN Selling