{"product_id":"selling-to-the-top-david-peoples-executive-selling-skills-paperback-softback-9780471581055","title":"Selling to the Top; David Peoples' Executive Selling Skills (Paperback \/ softback) 9780471581055","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eSelling to the Top\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eDavid Peoples' Executive Selling Skills\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eDavid A. Peoples (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9780471581055, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003ePaperback \/ softback, published 6 July 1993\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e256 pages\u003cbr\u003e23 x 15 x 1.7 cm, 0.318 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003eDavid Peoples reveals how you can reach the decision makers at thetop and clinch the sale. It's tougher than ever to win over today'scustomers, but it helps to have David Peoples on your side. Thisinternationally known author, speaker, and sales trainer hasalready trained over 8,000 IBM salespeople in his highly successfulsales program. He gives you proven strategies for getting your footin the top executive's door, building a relationship, and makingthe sale. In Selling to the Top, he tells you:\u003cbr\u003e * How to quickly identify the decision makers\u003cbr\u003e * How to figure out who is the Dominant Influencer (DI)\u003cbr\u003e * How to meet Mr.\/Ms. Big (it's much easier than you think)\u003cbr\u003e * How to size up Mr.\/Ms. Big before you've met\u003cbr\u003e * How to develop a detailed plan for calling on executives and howto talk their language by knowing their goals\u003cbr\u003e * Everything you'll need to know about the art of persuasion,including how to win, three things that are necessary to persuadeanother person, how to build trust, and the five most powerfulbuying motives\u003cbr\u003e * How to differentiate yourself from your competitor\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eWhy Call at the Top?.\u003cbr\u003e \u003cbr\u003e How to Identify the Decision Makers.\u003cbr\u003e \u003cbr\u003e Am I Going to Win or Lose?.\u003cbr\u003e \u003cbr\u003e How to Meet Mr.\/Ms.\u003cbr\u003e \u003cbr\u003e Big.\u003cbr\u003e \u003cbr\u003e One-Half Day at the CIA.\u003cbr\u003e \u003cbr\u003e Sizing Up Mr.\/Ms.\u003cbr\u003e \u003cbr\u003e Big.\u003cbr\u003e \u003cbr\u003e What to Talk About?.\u003cbr\u003e \u003cbr\u003e The Art of Persuasion.\u003cbr\u003e \u003cbr\u003e Presenting the Answer.\u003cbr\u003e \u003cbr\u003e Dream, Desire, and Fire.\u003cbr\u003e \u003cbr\u003e Epilogue.\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Finance \u0026amp; accounting [\u003ca title=\"See our other books on Finance \u0026amp; accounting\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Finance%20\u0026amp;%20accounting%20%5BKF%5D%22\"\u003eKF\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52297995878680,"sku":"9780471581055","price":23.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9780471581055.jpg?v=1781730338","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/selling-to-the-top-david-peoples-executive-selling-skills-paperback-softback-9780471581055","provider":"Freshly Printed Books","version":"1.0","type":"link"}