^#smrgSAHAF Winning New Business: A Practical Guide To Successful Sales Presentations - 1993

No matter what business you are in, if you want to succeed you must also be in the business of selling. You must sell your products or services more efficiently and successfully than your rivals. Even if you offer first-class products or services you must have an equally exceptional sales strategy if you wish to secure new business. More and more often this involves making a face-to-face sales presentation. This book includes practical and psychological advice and covers the six stages of selling: finding new customers; identifying their particular needs and matching them to what your company can offer; developing a sales presentation; making the presentation confidently and in a style tailored to the psychological needs and expectations of your audience; closing the sale; and developing a lasting relationship.