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How can sales leaders teach sales people to build relationships of trust with customers? Deeper relationships with customers bring bigger sales, faster and higher profitability. In today's environment, sales teams must be geared to respond to customers quickly, with exactly what the customer needs, at that moment, and build the relationship, all at the same time. This book provides a framework for sales teams to build lasting relationships with customers and provide the rapid response that customers demand, all while giving management the accountability required to manage, motivate and inspire their sales team. Topics Finding Your Mission in Life, Time Management, Understanding the Buying Process, Buyers are Liars, Consultative Selling, Listening and Empathy, Compliments are Key, Phone Selling, Funnel Math, From Ideas to Practice.
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