Take Your Sales to the Next Level: Advanced Skills to Build Stronger Relationships and Close More Deals

by Brennan, Charles

• ISBN13: 9780071745437
• ISBN10: 0071745432
• Edition: 1st
• Format: Paperback
• Copyright: 2010-10-11
• Publisher: McGraw-Hill Education

Summary

You may have many great customer relationships-but there's a good chance you have an even greater number of relationships that aren't where you want them to be.

Author Biography

Charlie Brennan is president of his own consulting firm and has been a provider of advanced sales and management programs since 1984. He has delivered more than 2,000 presentations for Fortune 500 to mid-sized companies, including AT&T, Comcast, J&J, Lockheed Martin, PepsiCo, and Deloitte & Touche. Brennan is the author of AMACOM's bestselling Sales Questions that Close the Sale and the award-winning Proactive Customer Service.

Table of Contents

Introduction	p. 1
Why Business Relationships Stall Out and Reach a Peak	p. 7
Schema: Is it Happening to You?	p. 23
What Keeps You from Getting More Business?	p. 41
How to Unlock New Information	p. 55
Getting More from Your Questions	p. 71
Think Like Your Customer	p. 101
How to Hear What Others Don't	p. 111
Are You Creating a Flow in Your Conversation?	p. 131
Create a Sales Closing "Map"-a GPS to Gaining Commitment	p. 151
Reciprocal Consideration	p. 165
Dealing with Customer Put-Offs	p. 173
Just Because You Know Me Doesn't Mean You Are Getting More Business	p. 191
Index	p. 207
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