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Foreword xi Acknowledgments xv Introduction xvii CHAPTER ONE What Exactly Is Wrong with Salespeople? 3 CHAPTER TWO Respect Is Earned 21 CHAPTER THREE Foolproof Approaches to the World s Second Oldest Profession 49 CHAPTER FOUR Moving Conversations Forward 67 CHAPTER FIVE Process and Completion 85 CHAPTER SIX Million-Dollar Questions 109 CHAPTER SEVEN Handling Objections 129 CHAPTER EIGHT Selling Honestly and Using Appropriate Language 153 CHAPTER NINE Closed Sales and Closing Sales 167 CHAPTER TEN Bringing It All Together 179 Index 195 About the Author 203
JOHN KLYMSHYN is a prolific writer, busy speaker, and dedicated family man. He is President of The Business Generator, a sales management and team effectiveness training firm. He teaches other professionals how to sell, connect, lead, and communicate without being a jerk. He has built, fixed, or managed sales teams to success in several industries and maintains a marquee client list of companies and professional associations from Toronto to Miami, Seattle to Mexico City.