Kogan Page Ltd
|Number of Pages
Creating Customers takes a radical new approach to face to face selling which promises to improve any salesperson's turnover by increasing motivation and self confidence.
Pat Weymes totally rejects the traditional sales technique approach in favour of his own unique and outstandingly successful method of non technique selling can provide the foundation of a more productive, long term seller client relationship.
This practical book provides unique expert advice, covering everything from winning a client's support and gaining the competitive edge, through fact finding, producing sales proposals and presentations, to negotiating, increasing productivity and forecasting sales.
The book is full of illuminating case studies drawn from Pat Weymes's work with international corporations, plus practical tips, checklists and self assessment quizzes.
About the Author
Pat Weymes is a well established and highly regarded international sales consultant who has worked with such multinationals as Xerox and ITT.
Table of Contents
The concept of non technique selling
Confidence and self image
Winning people's support
Establising and maintaining a competitive
Establishing a positive selling environment
Fact finding the essential ingredient of successful selling
Creating winning proposals
Making professional sales presentations
Negotiating profitable sales
Building sales on customer care
Increasing selling productivity
Generating new business