Too many marketers foreget that sales is a part of the marketing process and has its processes too. This is a great way to look at the sales element and worthy of space on any marketers bookshelf

---

Product Details

• Amazon Sales Rank: #295886 in Books
• Published on: 1999-08
• Original language: English
• Number of items: 1
• Binding: Paperback
• 242 pages

---

Customer Reviews

Adds Structure to Managing Successful Client Engagement
Covey takes the selling process very seriously in his book.
Covey offers a methodology for approaching the sales cycle that above all recognises every client is different and a 'one style fits all' approach is just not effective.
He examines the verbal nnd non verbal signals client give, as well as how to use these signals for objection handling and closing.
Central to his thinking is the idea that solutions only have value to the client if it actually fixes a problem or achieves a result; In itself a proposal for a solution is not therefore enough to gain client acceptance. If the solution is not correct he argues one should walk away to maintain credibility, or offer a new solution
Above all the process Covey advocates makes one think very hard before and during a sales engagement. Read this book and you will never again hold a meeting with a client off the cuff.

Rethink the way you sell, Xcellent.
An excellent overview on how to shift from pushing product to facilitating an environment in which the customer will buy and buy and buy. Great theory to go over again and again.