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The Sales Advantage (Abridged): How to Get it, Keep it, and Sell More Than Ever Audiobook
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The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view.
Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amidst a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. This audiobook includes specific advice for each stage of the eleven-stage selling process, such as:
- How to find prospects from both existing and new accounts
- How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it)
- How to sell beyong questions of price
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“The objective of The Sales Advantage is to strengthen the performance and behavior of salespeople. We saw it happen. John Deere Company uses the Sales Advantage program to improve both our sales staff's performance and the bottom line for our clients and us. The concepts provide a repeatable and proven sales process that helps salespeople to sell from a buyer's point of view. Once the concepts were implemented we saw a positive behavioral change in our salespeople and in their results.”
— Brad Houge, John Deere Company, North American training
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“A good primer for novices and a perfect refresher for old hands.”
— Publishers Weekly -
“[A] highly readable guide for creating better long-term relationships with customers.”
— Booklist -
“While knowledge is fundamental, what highlights the professional salesperson is the skill and attitude he displays. The Sales Advantage creates a playbook to develop these skills and attitudes and to perfect the sales process from the critical perspective—namely the client's…[A] must-read for the sales professional.”
— John W. Thiel, managing director, Merrill Lynch -
“The Sales Advantage follows the blueprint for writing books that made Dale Carnegie a worldwide bestselling author. There isn't a single idea in the book that hasn't been field-tested with a real customer and classroom-tested by a Dale Carnegie instructor. The result is a book packed with brilliant sales gems destined to enrich every reader and delight their customers.”
— Gerhard Gschwandtner, founder and publisher, Selling Power Magazine: Solutions for Sales Management -
“The Sales Advantage increased our sales and made our sales people more effective and productive. It's a great system that really worked for us.”
— Jason Gonella, vice president of sales, premium services for the Philadelphia Eagles
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About the Authors
Dale Carnegie (1888–1955) was a pioneer in corporate training programs and the developer of famous courses in self-improvement, public speaking, and interpersonal skills. His best know book, How to Win Friends and Influence People, first published in 1936, has remained popular ever since.
Dale Carnegie (1888–1955) was a pioneer in corporate training programs and the developer of famous courses in self-improvement, public speaking, and interpersonal skills. His best know book, How to Win Friends and Influence People, first published in 1936, has remained popular ever since.
Dale Carnegie (1888–1955) was a pioneer in corporate training programs and the developer of famous courses in self-improvement, public speaking, and interpersonal skills. His best know book, How to Win Friends and Influence People, first published in 1936, has remained popular ever since.