Total Selling: A Step-by-step Guide To Successful Sales

By Warren M. Wechsler and Warren Weschler

Book Overview

Warren Wechsler, founder and president of Total Selling Inc., presents this practical, hands-on guide to being a Total Sales Person. In an easy to follow format, Wechsler explains how to develop an effective strategic sales plan, devise successful ways of selling, how to rank prospects, what to say when approaching people for the first time, what is the exact number of times to contact people in a given time frame and much more. Readers will learn from an experienced, expert salesperson how to implement the step-by-step process of professional selling. Topics include: - Why salespeople fail - Selling as telling is a myth - How to resurrect lost accounts - Major account strategy: how to compete for and win major accounts - Obligating questions as selling advantage - The power of silence - Business failures and relocations - Creating a winning game plan - The five elements of effectivesales practice - Being persistent without being a pest

• Format: Paperback
• Language: English
• ISBN: 1402202946
• ISBN13: 9781402202940
• Release Date: October 2004
• Publisher: Sourcebooks Inc
• Length: 260 Pages
• Weight: 0.85 lbs.
• Dimensions: 8.8" x 0.8" x 5.8"

Customer Reviews

Marketing guy likes it

Any of us in the sales or marketing professions, whether we're motivating people to buy products, services or ideas know that there are lots of sources of information on how to improve this all-important skill. Warren Wechsler has just saved all of us hours of searching. He's taken a lifetime of successful sales, sales management and sales consulting and put it in one place - a book titled appropriately "Total Selling." You can use it like a blueprint to take you from where you are to where you want to be in sales and in life. It's packed with examples and stories to motivate you and guide you to achieve your own goals whatever they may be. Jeffrey Hedquist

Sales Trainer Review

Warren's new book, Total Selling will help your sales grow. If you're coachable, have the right attitude and treat your career professionally, much like a doctor or lawyer you will make more money in less time. Warren is a salesmen's, salesman and you can't help but picking up on his winning enthusiasm and energy once you've read his new book. Want real results you can take to the bank? Buy this book.