Why do some salespeople close deals like crazy, and others usually only get doors closed in their faces? For example ... Salesman Joe routinely writes deals on homes worth over $3 million ... while poor Bill bangs his head against the wall trying to sell $24 cell phones. Lindsay wins awards for moving the most $380,000 Rolls Royce Phantoms during the slow summer months ... while poor Buffy got fired because she couldn't persuade more business owners to try her $79 a month coffee-delivery service. These four salespeople have great personalities, firm handshakes and excellent prospecting and follow-up skills, but the difference in their performance is staggering. This book takes readers on a fascinating tour inside their prospects' minds and teaches 21 powerful techniques of consumer psychology that really work. Plus, dozens of real-life scripts show reacers exactly how to incorporate them into their own sales presentations. -- Edited summary from book
