The Selling Edge: Winning over Today’s Business Customers
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Today’s marketplace is a fast-changing and highly competitive environment. With the downsizing of corporate America, businesses are being called upon to do more with less, and must work longer and harder to maintain and increase their sales. This book breaks new ground by concentrating on challenges facing the sales manager, detailing the steps to be taken to develop a high-performance sales organization. Focusing on business-to-business selling, it takes a comprehensive look at top performing salespeople and identifies the methods that have made them successful.
Here you will find practical suggestions for cold calling and objection handling and develop techniques to uncover your customer’s problems. You will learn the value of the consultative selling approach, how to maximize your face-to-face visits with customers, and finally, a straightforward technique for closing.
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Michael Levokove has over thirty years of selling, marketing, and senior management experience. He served as general manager of a division of General Instrument, taking the division from no sales to $14 million in two years, and also served as Vice President of Sales and Marketing for Teletype, a $400 million dollar subsidiary of At&T in Illinois. He is presently a consultant in sales and marketing, working with companies to formulate business plans and marketing strategies.
