May 30th 2011
You’re Working Too Hard To Make the Sale. More than 100 insider tools to sell faster and easier . William T. Brooks & Tom Tavisano. 2nd Ed
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You’re Working Too Hard To Make the Sale. More than 100 insider tools to sell faster and easier . William T. Brooks & Tom Travisano. 2nd Ed. 2005. ISBN 0971785678. This book directly addresses the sales truth , customers first decide emotionally and then justify that decision with logic. In a simple direct style, the authors lay out what the bulk of sales people are doing wrong and tried and true ways to remedy this. Now this is not easy to do but once you read the book it just makes sense. This book also ties into our research on the growing use of compelling content to ease the sales job. This book will help you and your team combat the sales stereotypes, increase your ability to differentiate and drive value as a buyer criteria. Their customer profiling is masterful. I wish I had this book years ago.
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Category: Sales, Sales Effectiveness
