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Summary

You've got through to the prospective customer either or the phone or in person. It's taken preparation, effort, persistence and a slice of luck. But there you are with that one opportunity to make a sale, secure a deal.

What on earth do you say? How do you win the prospect over? How do you persuade them that you have the right product or service for them? You've heard that "people buy people", but how do you put that into practice?

In this book, David Ryder, who has 20 years' experience of field and telesales, takes you step by step through this essential element of the sale. He explains how to prepare, what questions to ask, when to speak, what to say and how to stack the odds in your favour so that the prospect will want you to take them on as a client.

This book is part of the 'Golden Rules' series breaking the whole sales process into easy bite-size chunks.

©2008 David Ryder (P)2008 Summersdale Publishers Ltd

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  • Overall
    5 out of 5 stars
  • Stuart
  • United Kingdom
  • 30-11-09

A good guide for people in sales.

The author makes a scientific approach to the sale - especially this particular part of selling.
If you are looking for something beyond sales then this is probably not it.

  • Overall
    1 out of 5 stars

Waste of money

In terms of value for spend, this was of zero value. Nothing in this recording is in anyway inspired or original.

1 of 3 people found this review helpful

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  • Overall
    5 out of 5 stars
  • Cole
  • 19-02-10

Golden rules- effective listening

As a self employed business owner this book taught me basic skills to bring clients to my business. A must read if you know very little about sales.My sales have increased since reading and using what I learned in this book.