This is the only proven technique for separating prospective clients from your competitors and winning new business. Presents and discussses the Wedge sales strategy, which was developed by a winning sales consultant who has coached many hundreds of sales people. The book concentrates on a four-step process called Position, Leverage, Growth, and Scoreboard. Sales people must position their books of business for profitability and growth by over serving the top 20 percent of clients. They must leverage satisfied customers to ...
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This is the only proven technique for separating prospective clients from your competitors and winning new business. Presents and discussses the Wedge sales strategy, which was developed by a winning sales consultant who has coached many hundreds of sales people. The book concentrates on a four-step process called Position, Leverage, Growth, and Scoreboard. Sales people must position their books of business for profitability and growth by over serving the top 20 percent of clients. They must leverage satisfied customers to gain referral prospects. They must accelerate sales growth by busting incumbent relationships. And they must track sales growth through a formal scoreboard. Written for individual sales persons by a well-known sales consultant, The Wedge discusses why traditional selling doesn't work, what sales people need to know to win, and the six steps of The Wedge sales process. Includes actual scripting aids and practical, situation-specific winning sales examples.
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Fair. Size: 5x0x9; Paperback in acceptable reading condition. Some edge wear to covers. Rippling to bottom edges of pages. No smells or stains. Pages in good reading shape. No markings. Binding is secure. No spine creases. We package our items carefully, so you receive them in the advertised condition. 100% satisfaction guaranteed.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Good. Shelf and handling wear to cover and binding, with general signs of previous use. Covers show shelf wear and scuffing. Binding is sound; no writing or other markings. No tears to covers or pages. Secure packaging for safe delivery.