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The Sales Advantage

How to Get It, Keep It, and Sell More than Ever
By: Dale Carnegie, Associates#Inc., J. Oliver Crom, Michael Crom
Narrated by: John Dossett
Length: 3 hrs and 14 mins
3 out of 5 stars (3 ratings)
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Summary

The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view.

Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amid a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful - a key competitive advantage. This audiobook includes specific advice for each stage of the eleven-stage selling process, such as:

  • How to find prospects from both existing and new accounts
  • The importance of doing research before approaching potential customers
  • How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it)
  • How to reach the decision makers
  • How to sell beyond questions of price

    The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.

    •
    ©2003 Dale Carnegie & Associates Inc., All Rights Reserved (P)2003 Simon & Schuster Inc., All Rights Reserved, SOUND IDEAS Is an Imprint of Simon & Schuster Audio Division, Simon & Schuster Inc.

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    Audible.co.uk reviews
    Audible.com reviews
    Amazon reviews
    Sort by:
    • Overall
      1 out of 5 stars

    sales 101

    this is a very week sales book, they even tell you to remember to always have someone answerring your phone and return calls... ??

    1 of 5 people found this review helpful

    Sort by:
    • Overall
      5 out of 5 stars
    • Bruce E. Hawkins
    • 26-06-03

    Terrific information

    I have listened to this book multiple times and continue to listen to it. The methods are timeless and very effective. Absolutely made a difference to my sales results in a very difficult marketplace. I would recommend this book to any sales person.

    25 of 26 people found this review helpful

    • Overall
      4 out of 5 stars
    • Terri
    • 06-10-03

    Timeless

    When I picked out this book I was afraid that the sales advise would be outdated, after all Mr. Carnegie died in 1955. The information wasn't outdated at all, actually there was some good information and useful examples. I get something new out of the book each time I listen to it.

    15 of 16 people found this review helpful

    • Overall
      4 out of 5 stars
    • Marcos
    • 04-07-10

    Art of Public Speaking

    Hi, I didn’t buy that ‘book’ yet so I will comment here hoping to get the proper Audible consideration. The Stars are for the Sale Advantage.

    I’d love to buy the Art of Public Speaking audiobook because Dale Carnegie is a genius in those matters; of human relation sales, and the likes (one of the very best I know until now, I think), but I have concerns about what you said of the author.

    Also I wanted an unabridged version of the ‘Sales Advantage’. The I’ll give it the 5 Stars.

    Dale Carnegie certainly deserves much more attention and exposure, like various audio versions, rather than be like a miraculous ‘secret’ for success. Although... sure, you still have to work hard to attain it, it’s much lesser when you have the path (timeless teachings) built.

    2 of 2 people found this review helpful

    • Overall
      4 out of 5 stars
    • Richard
    • 21-01-08

    A great resource

    I am a sales coach and review a lot of sales related material. This is one I will recommend to clients.

    5 of 6 people found this review helpful

    • Overall
      5 out of 5 stars
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    • Barak
    • 26-03-12

    Very helpful in improving my sales process

    While I would have preferred the unabridged version, I was very impressed with they amount of valuable information I was about to get out of this book that directly applies to my situation.

    1 of 1 people found this review helpful

    • Overall
      4 out of 5 stars
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    • Biren
    • 05-01-15

    Good book

    Good book, which gives a good idea of sales man views. enjoyed understanding many behaviors of a salesman.