Mastering the Essentials of Sales What You Needs to Know to Close Every Sale

Like pro quarterbacks and piano virtuosos, the most successful salespeople know that true excellence comes from mastering the fundamentals. Written by international power selling guru, Gerhard Gschwandtner, this book offers you an unparalleled opportunity to revisit the core principles of the seller's art so you can refresh and fine-tune your selling skills, and take your career to an exciting new level of professionalism.Designed for the hard-driving professional on the go, Mastering the Essentials of Sales distills the wisdom of today's sales superstars into bite-sized lessons you can learn immediately. It also draws on the knowledge and expertise of legends from the worlds of business, sports, the military, and more-such as Thomas Edison, Michael Dell, Donald Trump, General Schwarzkopf, Zig Ziglar, and Arnold Palmer-to impart priceless insights, tips, and techniques you won't find anywhere else.Ready to achieve sustained, record-breaking growth? Want to close more sales and build enduring relationships with your most valued customers? Are you prepared to become an indispensable asset to your customers and your company? It's all about the basics-basics such as how toMake change your allyHarness the selling power of wordsZero-in on customer needsCreate trustStay focusedMaintain a winning attitudeTurn setbacks into comebacksBecome a better listenerChart your performanceRecession-proof your incomeSell more, better, fasterWhether you're a 20-year veteran who wants to step out of your comfort zone and into the winner's circle, or just starting out on your selling adventure, Mastering the Essentials of Sales helps you develop the confidence, knowledge and skills you need to become a sales legend in your own time.Go back to basics and soar to new heights of profitThis book takes you to the source of sales excellence: the fundamentals. A gold mine of practical wisdom for seasoned professionals and beginners alike, it helps you build a strong foundation in the basics from which to soar to dizzying new levels of professionalism and profitability.International sales guru Gerhard Gschwandtner draws upon his thirty years of experience and on the wisdom of legends from the worlds of business, sports, the military, science, and entertainment, to deliver 51 concise essays-each one a priceless nugget of truth-that teach you timeless lessons onLISTENING:"The most important step of call preparation is to prepare yourself to listen."ASKING QUESTIONS:"If you don't ask questions that lead to the customer's needs, you won't be needed by your customer or your company."RELATIONSHIPS:"The quality of your relationship with your customer determines the profitability of the account."TRUST:"To make a buying decision, a customer has to make a leap of faith. Successful salespeople create a safety net called trust. Trust helps your customers take that leap in complete confidence."LEARNING:"Set aside two hours every week for professional development. In three years you'll be far ahead of your competition."CASHING IN ON FAILURE:"Failure is always a bitter medicine. We can either swallow the medicine so it can release its power, or refuse to take it and fail again."Gschwandtner, Gerhard is the author of 'Mastering the Essentials of Sales What You Needs to Know to Close Every Sale', published 2006 under ISBN 9780071473866 and ISBN 0071473866.