Secrets of Professional Selling

Secrets of Professional Selling

Streaming Video - 2005
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Selling well, like any set of skills, begins with a solid foundation. In this program, Bob Kimball-author of the American Marketing Association's popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida-drives home the basics, including the importance of listening, in order to determine a prospect's needs and buying motives; of highlighting prospect benefits, not product features; of having a broad knowledge of one's industry; of making a paradigm shift from "company salesperson" to "buyer consultant"; and of focusing on value rather than price.

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