Personal Selling Techniques for Consultants and Professionals: The Perfect Sales Equation

by RichardK.Carlson (Author)

• Used

  Hardcover
  1993

  $3.45

  Richard Carlson's book presents a complete programme of selling techniques, based on the theory and practice of the communication process, and designed specifically for consultants and professionals. Focusing exclusively on sales tactics and strategies, Carlson demonstrates why sales strategies make or break a professional practice. He shows how to create the perfect sales equation for every type of client, explains how to locate the decision centre in any organization and gives dozens of ways of delivering a sales message. In addition, readers learn the importance of developing a features/benefit profile as a selling tool and find out how to use the highly successful what if proposal strategy