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Consultative Closing : Simple Steps That Build Relationships and Win Even the Toughest Sale.

Author: Greg Bennett
Publisher: Saranac Lake : AMACOM, 2006.
Edition/Format:   eBook : Document : EnglishView all editions and formats
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Bennett, Greg.
Consultative Closing : Simple Steps That Build Relationships and Win Even the Toughest Sale.
Saranac Lake : AMACOM, ©2006
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Greg Bennett
ISBN: 9780814429778 0814429777
OCLC Number: 923565524
Description: 1 online resource (254 pages)
Contents: ""Contents""; ""Acknowledgments""; ""Introduction""; ""Consultative Salespeople Often Struggle with Closing""; ""The Role of Mini-Steps in the Closing Process""; ""How to Create Mini-Steps in the Closing Process""; ""How to Use Mini-Steps to Close for Action""; ""Embracing NO as a Sales Culture""; ""Consultative Closing by Focusing on After the Sale""; ""Consultative Closing for Managers (a Short Course)""; ""A Four-Week Plan for Implementation and Lasting Success""; ""Seven Sample Mini-Step Processes from Different Types of Businesses""; ""The Impact of Prospecting on Closing"" ""Greg�s Random Quick Tips for Salespeople and Sales Managers""""Index""; ""About the Author""

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