Merge sales and product training practices to dramatically increase sales.
In the competitive world of sales, organizations and managers have long bought into popular methodologies, exposing sales teams to a multitude of new approaches in the hopes of capitalizing on the next hot thing. But while many things work in the short term, no success seems to last.
"Why Johnny Can't Sell . . . and What to Do About It" is the story of "Johnny," the sales professional who has tried it all and still hasn't found the formula for consistent success that helps him understand his product, his customers, and how to close the deal.
Nick and Kantin" "chart Johnny's course through the sales process, examining his methods and providing sound advice and practical exercises. "Why Johnny Can't Sell" is an essential sales companion, helping readers increase sales by bridging the gap between product and sales training.
Managers, sales teams, and field reps will learn to:
* Recognize training gaps
* Build sales tools that boost selling power
* Communicate success to customers
* Determine the value of a product or service to a prospect
* Demonstrate value with compelling proposals and presentations
"WhyJohnny Can't Sell" guides salespeople of all levels throughout the sales process, providing sound advice and practical exercises to build confidence and create custom sales approaches increasing the bottom line.
For additional "Why Johnny Can't Sell" tools, visit www.whyjohnnycantsell.com.
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Merge sales and product training practices to dramatically increase sales.
In the competitive world of sales, organizations and managers have long bought into popular methodologies, exposing sales teams to a multitude of new approaches in the hopes of capitalizing on the next hot thing. But while many things work in the short term, no success seems to last.
"Why Johnny Can't Sell . . . and What to Do About It" is the story of "Johnny," the sales professional who has tried it all and still hasn't found the formula for consistent success that helps him understand his product, his customers, and how to close the deal.
Nick and Kantin" "chart Johnny's course through the sales process, examining his methods and providing sound advice and practical exercises. "Why Johnny Can't Sell" is an essential sales companion, helping readers increase sales by bridging the gap between product and sales training.
Managers, sales teams, and field reps will learn to:
* Recognize training gaps
* Build sales tools that boost selling power
* Communicate success to customers
* Determine the value of a product or service to a prospect
* Demonstrate value with compelling proposals and presentations
"WhyJohnny Can't Sell" guides salespeople of all levels throughout the sales process, providing sound advice and practical exercises to build confidence and create custom sales approaches increasing the bottom line.
For additional "Why Johnny Can't Sell" tools, visit www.whyjohnnycantsell.com.
Imprint | Kaplan Business |
Country of origin | United States |
Release date | September 2006 |
Availability | Supplier out of stock. If you add this item to your wish list we will let you know when it becomes available. |
First published | September 2006 |
Authors | Michael Nick, Robert Kantin |
Dimensions | 187 x 127 x 12mm (L x W x T) |
Format | Hardcover - Cloth over boards |
Pages | 224 |
ISBN-13 | 978-1-4195-3573-4 |
Barcode | 9781419535734 |
Categories | |
LSN | 1-4195-3573-0 |