Overview

America's best salespeople, from businesses spanning IBM to Mary Kay Cosmetics, take you along on the perfect sales presentation. There's much more to superselling than just showing a great product. Sales presentations that consistently get results are subtle blends of skill, performance, and manipulation. It's a craft that's almost magical-but a craft that can be learned. Now, five of the top salespeople in America-Martin Shafiroff, Betty C. Hardeman, Joe Gandolfo, Mary Kay Ash, and Buck Rodgers- distill lifetimes of sales expertise into a step-by-step guide that can help you succeed, regardless of the product or service you're selling. You'll watch as a fictional character-representing the combined experience of these five leading sales pros-conducts the perfect presentation- from getting past a secretary on the phone to turning a recalcitrant executive into an eager new customer. Then you'll hear detailed commentary from each of the five experts on subjects including- . Doing your homework beforehand . Creating initial interest . Fact finding . Presenting the product . Controlling-and assuming-the sale . Overcoming objections . Closing the sale . Servicing the customer The Perfect Sales Presentation shows you dozens of techniques in action that can make your presentations more effective-and more lucrative. In a world that is ever more competitive, here is practical sales advice from the best- your personal edge that can help get you to the top-and keep you there.

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Robert L. Shook is the author ofmore than fifty books.He specializesin nonfiction writing, primarily business-related books. During hiscareer, he has interviewed thousands of people, including a widevariety of high-profile individuals.

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