YOUR SUCCESSFUL SALES CAREER(成功销售生涯)

Becoming truly successful in sales involves a journey. Along the way, sales professionals must confront challenges involving attitudes, perceptions, and mental barriers as they learn how to work with clients and manage their own careers.
Your Successful Sales Career is a one-of-a-kind manual for rookies and seasoned sales pros alike. This powerful career-enhancer offers exercises, scenarios, and techniques that will help salespeople rise to the top of their profession. Readers will learn:
　　* 25 strategies for sales success * Why it's important to concentrate more on "why people buy," than "how to sell" * How to take the pressure off during a sales call, and why you should never begin a sales call with a presentation * And how to use the author's foolproof method for establishing trust and communicating with prospects
　　Along the way, readers will uncover information about themselves that will help them fine-tune the techniques and incorporate them into their current sales practices. In the end, the reader will have everything necessary to become a master of the art of salesmanship.

Book Description
Becoming truly successful in sales involves a journey. Along the way, sales professionals must confront challenges involving attitudes, perceptions, and mental barriers as they learn how to work with clients and manage their own careers.

Your Successful Sales Career is a one-of-a-kind manual for rookies and seasoned sales pros alike. This powerful career-enhancer offers exercises, scenarios, and techniques that will help salespeople rise to the top of their profession. Readers will learn:

* 25 strategies for sales success
* Why it's important to concentrate more on "why people buy," than "how to sell"
* How to take the pressure off during a sales call, and why you should never begin a sales call with a presentation
* And how to use the author's foolproof method for establishing trust and communicating with prospects

Along the way, readers will uncover information about themselves that will help them fine-tune the techniques and incorporate them into their current sales practices. In the end, the reader will have everything necessary to become a master of the art of salesmanship.


Book Dimension
length: (cm)22.6 　　　 　　　　　 　　　　　 width:(cm)15.2

Brian Azar (Durham, NC), "The Sales Doctor," has trained more than 20,000 professionals during his tenure at Xerox Corp. and The New York President's Club. He was editorial advisor to Success Magazine and contributing editor of Selling Power Magazine.

Foreword
Preface: Warning
Acknowledgments
Introduction
PART ONE: GETTING STARTED
　1 Discovering the Salesperson Within
　2 Creating a "Go" Plan of Action
　3 Finding the Right Job
　4 Getting Started on the Job
　5 Say Goodbye to the Old Game of Sales
PART TWO: GETTING THERE－THE ao-STEP INTERVIEW FOR SALES SUCCESS
　6 Step 1－Pre-Call Planning
　7 Step 2－Establishing Rapport
　8 Step 3－Finding the Pain
　9 Step 4－Budget, Terms, and Conditions
　10 Step 5－Finding the Decision Maker
　11 Step 6－The Review
　12 Step 7－The Presentation
　13 Step 8－The Reinforcement
　14 Step 9－The Close
　15 Step 10-After the Sale
PART THREE: STAYING ON TOP
　16 Why Sales Careers Plateau
　17 Optimize Your Time with Client Categories
　18 Marketing Strategies for Selling Professionals
Recommended Resources
Index