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indigoBooksDave Donelson

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The retail salesperson can sell more by using creative selling methods to present product benefits, overcome objections, and close the sale, but they also face other challenges and opportunities. Determining customer needs is difficult when the customer can just…

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Some of us fight change and some of us embrace it, but we all have to deal with it. This handbook covers a variety of management techniques to manage change while maximizing profits. “Change Is In The Air Everywhere” explores the many changes that affect your…

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Insightful case studies, company profiles, and insider advice from hundreds of business owners and managers will help you take your company to the next level of success. Learn from the mistakes of others, share their experiences, and watch your profits grow.…

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“First Things First For New Hires” explains how to orient, train, and evaluate the new employee during a standard 90-day trial period. “Making The Good Great By Training Them” shows how to training can both motivate your staff and maximize their performance. In…

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Dave Donelson makes selling a creative act. Following his system, you’ll create new demand for your products and services, find more new customers, and develop closer, stronger relationships with your existing clients. All the basic techniques of selling are…

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Approach closing opportunities with the idea that every sales call should give the customer yet another reason to do business with you—again. It’s a pro-active, pro-customer way to look at your job. When it comes time to ask for the order, it’s easy! “Fear Of…

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Businesses come and go and there are plenty of reasons for their success or failure, but the ones that thrive almost always have one thing in common: they are good marketers. What does that mean? It means they make all their business decisions based on meeting…

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The best and the brightest salespeople don’t waste a moment. Even salespeople who lack good presentation skills or some other talent can make up for it by efficiently using their time. And, on the opposite end of the scale, the salesperson who is floundering and…

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Social media consultants gush about the wonders of web marketing, but what do actual non-techie business owners have to say about the effectiveness of their websites, Facebook pages, and Twitter feeds? “Marketing In Cyberspace” includes insightful interviews with…

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You can’t spend too much time or effort on good hiring. The alternative is managing the wrong person for the job, which is far more difficult. A good hire rewards you every day you work with them. “Five Steps to Hiring Good People – An Overview” takes you through…

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You can’t sell someone who refuses to meet you—or can you? There are dozens of practical, legal ways to get past voice mail, charm human assistants, and persuade important people to give you a slice of their precious time so you can make a sales pitch. “Getting…

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Communication with customers and prospects keeps your business on the growth track. There are numerous ways to convey your company’s message beyond traditional advertising. “Tune Up Your Publicity Machine” covers the basics of public relations like how to prepare…