Secrets of Top-Performing Salespeople

Paperback | August 28, 2003

byEdward Delgaizo, Seleste Lunsford, Mark Marone

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How today's top sales pros consistently connect with--and close--their best, most lucrative customers

Sales pros often focus too much on operational details and forget that the secret to selling is developing strong customer relationships. Secrets of Top-Performing Salespeople reiterates that the customer is key and provides customer-based lessons and techniques based on up-todate studies and examples from hundreds of exceptional salespeople.

This dynamic book reveals how average salespeople become exceptional by being responsive to and focused on the customer, both behaviorally and organizationally.

Profitable solutions are offered on:

  • Team selling
  • Competitive selling
  • Account management
  • Use of new technologies

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From the Publisher

How today's top sales pros consistently connect with--and close--their best, most lucrative customersSales pros often focus too much on operational details and forget that the secret to selling is developing strong customer relationships. Secrets of Top-Performing Salespeople reiterates that the customer is key and provides customer-ba...

From the Jacket

A No-Nonsense Coursebook on the Rules of Effective Selling--From the Top Ten-Percenters Who Profit From Those Rules Every DayIn study after study, top sales professionals demonstrate the ability to step outside of their own skins and view each contact through the eyes of their customers. They also reveal, to a person, how they must con...

Edward R. Del Gaizo, Ph.D. is director of research, evaluation, and certification at AchieveGlobal and the author of High Performance Sales Organizations. Seleste E. Lunsford is a product manager for AchieveGlobal's Sales Performance portfolio of products and services. Mark D. Marone is AchieveGlobal's senior research man...
Format:PaperbackDimensions:172 pages, 8.6 × 5.6 × 0.49 inPublished:August 28, 2003Publisher:McGraw-Hill EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:007142301X

ISBN - 13:9780071423014

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