- Introduction: A Key Personal Skill
- Selling In Context
- Face To Face: The Shape Of A Sales Meeting
- Follow Up
- Summary
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A review of how effective conduct of face to face sales meetings can maximise their effectiveness and enhance sales results in business to business selling. The content reviews how to:
1. Prepare for success2. Handle a structured interview to best effect: opening strongly, making a persuasive case, handling objections and leading on to a successful close3. Hold and develop business for the future.The book helped me in realizing my shortcomings and the skills I was lacking to outsmart my competitors.
