The Selling Edge - Winning Over Today's Business Customers (A Practical No-Nonsense Guide to Being A Top Sales Performer)

"The Selling Edge should be required reading for all those who want to know what it takes to be successful in the complex world of selling to large enterprises."--Alan L. Mendelson, Chairman & CEO, InfoTech Consulting Inc. "Qualifies to be the backbone of any company sales training program and sales management guide."--Alan G. Stromberg, President & CEO, Verbex Voice Systems. Today's marketplace is a fast-changing and highly competitive environment. With the downsizing of corporate America, businesses are being called upon to do more with less, and must work longer and harder to maintain and increase their sales. This book breaks new ground by concentrating on challenges facing the sales manager, detailing the steps to be taken to develop a high-performance sales organization. Focusing on business-to-business selling, it takes a comprehensive look at top performing salespeople and identifies the methods that have made them successful. Here you will find practical suggestions for cold calling and objection handling and develop techniques to uncover your customer's problems. You will learn the value of the consultative selling approach, how to maximize your face-to-face visits with customers, and finally, a straightforward technique for closing.