How you make the sale

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Summary: How you make the sale is an instructive practical book with guidelines and a process for sales. It describes the following steps in the sales process:

Chapter 1, Selling as a service Chapter 2, how buyers decide to buy Chapter 3, How does as sale unfold? Chapter 4, Research prior to the sale Chapter 5, Meet and greet Chapter 6. Discovery Chapter 7, Features and Benefits Chapter 8, Making the Case Chapter 9, Dealing with Resistance Chapter 10, It is OK to ask for the order Chapter 11, Following up for ongoing profitability Chapter 12, Launching your sales ship for a successful voyage

The Sales Process

In How you make the sale the Sales Process is defined with the following steps:

1. Step 1, Research prior to the sale
2. Step 2, Meet and greet
3. Step 3, Discovery
4. Step 4, Features and benefits
5. Step 5. Making the case and presenting the solution
6. Step 6, The objective is objections: dealing with resistance
7. Step 7, Closing: it is OK to ask for the order
8. Step 8, Following up for ongoing profitability