High performance in sales

How to win friends and influence customers to increase your sales.

Forget money. What really makes the world go round is sales. Exaggeration? Maybe. But when we remember that a delivery person at a large retailer, for example, wouldn't have a job if the salesperson didn't complete the transaction, or that a rocket engineer wouldn't have a job if an executive didn't close a major contract to manufacture commercial jets, everything takes on a different perspective. In High Performance Sales , the Dale Carnegie organization—founded by the author of the colossal (sales, of course!) bestseller How to Win Friends and Influence People—explains how to beat the competition, capture attention, gain trust, and secure the sale.

With advice ranging from the practical—check that your audiovisual equipment works before presenting your product—to the psychological—discover the emotional reason a customer buys a product—this book is a perfect guide to help salespeople build a long and fruitful relationship with their clients. The authors walk you through the entire process, step by step. The initial contact, tips for getting past overzealous assistants and reaching the real bosses, proper etiquette for phone conversations and face-to-face presentations, and tips on how to avoid clichés in the tired sales pitch.

The authors manage to answer two crucial questions for a successful sale: How can I close more deals? How can I avoid objections? The idea is to teach how to sell from the buyer's perspective. The globalization of markets, the rise of technology, the flow of information, corporate mergers, and increasingly complex products and services create a more challenging buying and selling process. Salespeople need to understand and balance these factors to survive in an extremely competitive world.

High performance in sales also addresses the operational shift in transactions. Many deals are closed online, using video conferencing and other technologies. New sales professionals must win and retain clients with an assertive approach. This guide, authored by one of the biggest names in the field, benefits both sellers and buyers.