Overview

The Sales Process covers all the skills you need to be a top sales person, in a readable and highly practical manner. From how to find the ideal prospects and advance the sale, to strategies for building long-lasting business relationships, this workbook takes you, with straightforward tips and advice, through all the steps to make the sales process work in your favour. You learn how to make stunning sales presentations, how to negotiate for win-win outcomes, and the best techniques for understanding and handling objections. Not least, you get tried and proven closing techniques, which you can start applying right away. With its abundance of ideas, examples, and tools, The Sales Process quickly becomes indispensable to any successful sales person.

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John Pennington is the founder of Accela and an executive with over 20 years' sales excellence with blue chip Australian and international organisations. Accela is an Australian company that specialises in high impact sales performance improvement. John is also the author of Telephone Sales Excellence.

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