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Selling to the Top By David A. Peoples

Selling to the Top
by David A. Peoples

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David Peoples reveals how you can reach the decision makers at the top and clinch the sale. Ita s tougher than ever to win over todaya s customers, but it helps to have David Peoples on your side. This internationally known author, speaker, and sales trainer has already trained over 8,000 IBM salespeople in his highly successful sales program.
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Selling to the Top Summary


Selling to the Top: David Peoples' Executive Selling Skills by David A. Peoples

David Peoples reveals how you can reach the decision makers at the top and clinch the sale. Ita s tougher than ever to win over todaya s customers, but it helps to have David Peoples on your side. This internationally known author, speaker, and sales trainer has already trained over 8,000 IBM salespeople in his highly successful sales program. He gives you proven strategies for getting your foot in the top executivea s door, building a relationship, and making the sale. In Selling to the Top, he tells you: aeo How to quickly identify the decision makers aeo How to figure out who is the Dominant Influencer (DI) aeo How to meet Mr./Ms. Big (ita s much easier than you think) aeo How to size up Mr./Ms. Big before youa ve met aeo How to develop a detailed plan for calling on executives and how to talk their language by knowing their goals aeo Everything youa ll need to know about the art of persuasion, including how to win, three things that are necessary to persuade another person, how to build trust, and the five most powerful buying motives aeo How to differentiate yourself from your competitor

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About David A. Peoples


DAVID A. PEOPLES is an internationally known author and speaker on the subject of presenting, persuading, and winning. As IBMa s first consulting instructor, he trained over 8,000 IBM salespeople. He is also the author of the bestselling books Supercharge Your Selling: 60 Tips in 60 Minutes and Presentations Plus, winner of the Maventec Award.

Table of Contents


Why Call at the Top?. How to Identify the Decision Makers. Am I Going to Win or Lose?. How to Meet Mr./Ms. Big. One--Half Day at the CIA. Sizing Up Mr./Ms. Big. What to Talk About?. The Art of Persuasion. Presenting the Answer. Dream, Desire, and Fire. Epilogue.

Additional information

GOR005303170
Selling to the Top: David Peoples' Executive Selling Skills by David A. Peoples
David A. Peoples
Used - Very Good
Paperback
John Wiley and Sons Ltd
1993-07-06
256
0471581054
9780471581055
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us.