Product Description: The best way to sell "solutions" is to understand the problems.
In today's hypercompetitive sales environment, there are plenty of books that talk about the need to become intimate with your customers, anticipate their needs, and create long term partnerships based on trust and mutual advantage. These ideas are right on target, and Bottom-Line Selling: The Sales Professional's Guide to Improving Customer Profits is the first book that actually shows you how to do it.
Bottom-Line Selling guides anyone involved in the complex sale through the next step to becoming a true consultative sales professional: how to use annual reports, other published sources, and the Internet to learn about their customers' business operations, use this knowledge to find ways that their product will add value and generate competitive advantage, and express their solution in financial terms. Written by a sales professional who uses these tools in his daily life, the book is filled with practical knowledge the sales person can use immediately to build enduring partnerships with their customers.
While the books that are written about sales are short on details about financial concepts and business operations, those written about finance are usually written by and for accountants and have very little appeal for salespeople. This book bridges the gap between those two worlds, presenting the concepts in terms of how they help the sales professional become more effective immediately.
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