The 8 Best Practices of High–Performing Salespeople

What does it take to become a high–performing salesperson? This book reveals the eight best practices you need to master in order to become a top producer. The 8 Best Practices of High–Performing Salespeople follows the stories of real sales professionals, relating their experiences and challenges first–hand.
The 8 Best Practices of High–Performing Salespeople is like a private coaching session for those who want to increase sales and build lasting value in their business:Lets you in on actual situations and conversations.Offers practical advice and simple strategies form the best in the business.No matter what business you are in, adopting the 8 Best Practices will increase your revenue and allow you to reach your full potential.

Spis treści:
The 8 Best Practices of High–Performing Salespeople.
What You Want is What You Get.
Best Practice Number 1: Develop and Utilize a Marketing Plan.
Best Practice Number 2: Know Your Client.
Best Practice Number 3: Understand How People Make Decisions.
Best Practice Number 4: Help Your Prospects and Clients Buy.
Best Practice Number 5: Create Client Capital.
Best Practice Number 6: Obtain Introductions.
Best Practice Number 7: Delegate.
Best Practice Number 8: Utilize Resources.
Beyond the 8 Best Practices.

Nota biograficzna:
Norm Trainor began his career as a sales professional in the life insurance business in 1970. In 1975 he left the insurance business to help other salespeople become high performers. He began Wilson Learning Corporation′s Canadian operation in 1975 and not only became their managing director, but was also Wilson Learning Corporation′s leading salesperson. He is now a principal of the Covenant Group, specializing in salesforce effectiveness, business and practice management and customized learning programs. he has worked with the 20 largest life insurance compan ies in Canada, the 5 largest banks, and a number of trust companies, mutual funds and securities dealers. In addition, he has worked extensively in the computer, telecommunications, office products and automotive industries. Norm′s academic background includes post–graduate work in psychology and the behavioral sciences. He speaks at conferences and seminars around the world and writes regular columns for the Canadian HR Reporter and Investment Executive. He lives in Toronto with his wife Wendy and their three children, Ryan, Shauna and Sloan.
Donald Cowper, a former insurance broker, is now a writer, and coauthor with David Cowper and Andrew Haynes of Mega–Selling. He is also the coauthro with Kevin Guest and Andrew Haynes of Youth Violence: How To Protect Your Kids.
Andrew Haynes, former publisher of The Species Review, a Canadian high–tech magazine, is a writer, and coauthor of Mega–Selling and Youth Violence: How To Protect Your Kids. He lives in Toronto with his wife, Christine.

Okładka tylna:
What does it take to become a high–performing salesperson? This book reveals the eight best practices you need to master in order to become a top producer. The 8 Best Practices of High–Performing Salespeople follows the stories of real sales professionals, relating their experiences and challenges first–hand.
The 8 Best Practices of High–Performing Salespeople is like a private coaching session for those who want to increase sales and build lasting value in their business:Lets you in on actual situations and conversations.Offers practical advice and simple strategies form the best in the business.No matter what business you are in, adopting the 8 Best Practices will increase your revenue and allow you to reach your full potential.