My Account Wish List
Advanced Search
Print - Close Window
www.greenwood.com/catalog/C35918.aspx
All Greenwood Products
The Entrepreneur's Guide to Selling
Jonathan London
ISBN: 0-313-35918-0
ISBN-13: 978-0-313-35918-7
155 pages
Praeger Publishers
Publication: 5/19/2009
List Price: $39.95 (UK Sterling Price: £27.95)
Availability: In Stock
Media Type: Hardcover
Trim Size: 6 1/8 x 9 1/4
Series Title: The Entrepreneur's Guide
Reviews:
  • "President and founder of a sales training consultancy servicing blue-chip clientele, London has extensive training and development experience in sales, leadership, and customer service. In this text, he discusses the critical elements of selling, from targeting and prospecting to closing and negotiating. London addresses selling as a holistic process, delineating how each part of the sales process positively or negatively affects the others, and offers entrepreneurs and their salespeople multiple ideas that can be easily implemented, at a very low investment cost, to achieve improved results."
    —Reference & Research Book News     August 2009
Description: Unlike most sales books, which address a piece or "moment" of the sales process (like negotiating or presenting), The Entrepreneur's Guide to Selling addresses selling as a holistic process. As award-winning sales pro Jonathan London demonstrates, each stage of the sales process positively or negatively affects the next. Following his selling principles will improve sales for any product or service, no matter how small or large the company.

In this unique and practical book, London shows readers how to do the things that matter. Get a jump on the competition by starting out in the right place. Make people feel comfortable so they are more receptive to you. Explain benefits from technical, business/financial, and individual/company perspectives. Create solutions for customers that help differentiate the offer. Prospect using the Internet, Web 2.0, and other technologies. Deal with stress and rejection. Eliminate or soften objections to accelerate sales cycles and facilitate negotiations. Handle the most common negotiation issues or tactics.
Title Features:
  • Illustrations
About the Author: Jonathan London is president and founder of the sales training consultancy Improved Performance Group, which has a blue-chip clientele.
LCC Class: 658.85-dc22
All rights reserved. Copyright © 1999-2009 ABC-CLIO
130 Cremona Dr., Santa Barbara, CA 93117 805-968-1911