The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof - Softcover

Desena, James

Softcover

ISBN 10: 0071416617 ISBN 13: 9780071416610

Publisher: McGraw-Hill Education, 2003

Synopsis

This book reveals the secrets behind the phenomenal success of today's top sales professionals. In "The 10 Immutable Laws of Power Selling", leading sales consultant and trainer James DeSena reveals the secret behind the uncanny success of an elite group of sales professionals who consistently break all records, in every selling environment. DeSena shows how the most exceptional performers in the sales arena are those who act like leaders - they take the lead in meeting new challenges, and they adapt to those challenges with innovative solutions and added value for grateful customers. With the help of stories from "American Express", "Honeywell", "The Gap", and other top companies, DeSena teaches readers: the 10 key imperatives for becoming an exceptional performer in today's selling environment; how to apply the principles of leadership to win and keep loyal customers, make more sales, and earn higher commissions - even in a recession; how to identify clients' needs and create solutions to fit those needs; and how to build strong relationships with customers and manage those relationships for long-term success.

About this title

About the Author

James DeSena is a sales consultant whose clients include Chrysler, Carnegie Bank, Intel, Johnson & Johnson, Novartis, Procter & Gamble, Sharp Electronics, and other Fortune 500 companies.

From the Back Cover

Master the powerful techniques of today's top sales professionals

Don't just watch them join them! Become a member of that elite group of sales pros who consistently break records in every selling environment. The 10 Immutable Laws of Power Selling reveals the secrets of world's greatest power sellers and shows you how to set some records of your own.

With case studies, examples, and stories from such leading companies as Bayer, Harris, Marriott, Siemens, and others, leading sales consultant and trainer Jim DeSena shows how to become a self-starter who seeks challenges, adapts to changing conditions, and generates innovative solutions that add value. In mastering DeSena's 10 laws, you'll learn how to:

-Make more sales and earn higher commissions even in a recessin
-Find new and better ways to serve customers every day
-Identify clients' needs and forge solutions to fit those needs
-Build and manage strong customer relationships for long-term success

"Jim DeSena provides a comprehensive guide to determine who your customers are, how to get in their offices, what to say when you're there, and how to close the sale. There is a lot of power in this little book and a lot of money in his powerful techniques."

Alan Weiss, Ph.D., author of Million Dollar Consulting

"Jim has skillfully applied his enthusiastic speaking methods to the written page! He emphasizes that effective sales leadership must both recognize and influence change, and he demands the sort of introspection necessary to achieve exceptional sales results."

Lance A. Scott, president and CEO, FeinFocus USA, Inc.

Edition details

• Publisher: McGraw-Hill Education
• Publication date: 2003
• Language: English
• ISBN 10: 0071416617
• ISBN 13: 9780071416610
• Binding: Paperback
• Number of pages: 288