RSSSelling In A Tough Economy
Jun 12, 2009 Book Reviews
In this economy, buyers aren’t buying as they once did. Of course, sales only handled only the solution half of the buying decision, but even this end is more difficult than it once was. And sellers are getting exhausted, frustrated, depressed. They are playing ‘musical chairs’ with their jobs as it’s taking longer and longer to close sales. The numbers are staggering: it’s been estimated that it now takes 50% longer to close a sale – and those of you who know my Buying Facilitation® model know that I believe that the conventional sales model takes 3 times longer to close sales than necessary.
Enter Dave Lakhani. His new book How to Sell when Nobody’s Buying will get sellers working hard and smart. Not only does Dave break down all of the tasks that need to be done to get prospects interested, and ‘influence’ them to consider making a purchase , he does it in a systematic way. He talks about hard work, showing up, not skipping steps, and having Fearsome Focus(TM) to get the job done. In effect, he’s teaching sellers how to sell smart.
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Tags: Fearsome focus, How To Sell When Nobody's Buying, Nike - just do it, sales, work hard, work smart
