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Review: SPIN Selling by Neil Rackham

Review: SPIN Selling by Neil Rackham

" The questioning techniques in SPIN Selling, go beyond the standard practice of presenting solutions as soon as problems are identified. The author makes the case that in the "major sale" this type of qualification is inadequate and actually leads to negative results in many cases. Rackham's book ...
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Review: Little Red Book of Sales Answers by Jeffrey Gitomer

Review: Little Red Book of Sales Answers by Jeffrey Gitomer

General, yet quite specific, Gitomer has another winner in the best-selling, Little Red Book of Sales Answers. Again employing his hard-hitting, and direct approach to training he uses the train by answering questions method. Some questions included are, "What is the best way to set an appointment? And ...
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Review: Little Red Book of Selling by Jeffrey Gitomer

Review: Little Red Book of Selling by Jeffrey Gitomer

The audience of Jeffrey Gitomer's Little Red Book of Selling is anyone who sells, and I think that it is quite applicable across any type of selling, or level of experience. ...
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Review: Purple Cow By Seth Godin

Review: Purple Cow By Seth Godin

If you are in Sales or Marketing, and have not yet heard of Seth Godin you are missing out. His best best-selling book, Purple Cow, is a refreshing approach to marketing that provides an entirely different way of thinking about differentiating your product and creating brand ...
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Review: Baseline Selling by Dave Kurlan

Review: Baseline Selling by Dave Kurlan

Warming Up includes an explanation of the four bases of Baseline Selling and addresses goals. Section two covers Kurlan’s approach on the psychology of being a sales person, prospecting, and getting a prospect to first base through initial qualification. In section three, the author describes his process of ...
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Review: Cold Calling Techniques (That Really Work) by Stephan Schiffman

Review: Cold Calling Techniques (That Really Work) by Stephan Schiffman

"High-volume customer responses guaranteed!" At least that is the promise of Stephan Schiffman's book Cold Calling Techniques (that Really Work). Originally published in 1987, Schiffman's book is all about cold calling for new business. Most salespeople that have to generate their own leads absolutely dread cold ...
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