http://www.rapidsalessuccess.com
http://joecaulfield.blogspot.com - Join the discussion -
"Rapid Sales Success" is the book that defines many of the principles of learning, while doing actual consulting (the laboratory). When lessons learned were coupled with street-wise psychology, it became obvious these axiomatic principles should be transferred to sales classrooms.
Consulting itself is the act of discovering what's wanted, and then educating buyers on products that correspond to that "want". The process determines if there is a synergy, and thus a reason for continuing on a path to purchasing. Without the educational component within sales consulting, the process degenerates into a war of words, or minds.
"Rapid Sales Success" takes full advantage of modern street-wise psychology. It utilizes the newly discovered, Targeted Wants Analysis, and has a process for handling mental confusions that may stand in the way of a buyer making clear-headed present-time choices.
http://www.amazon.com/Rapid-Sales-Success-Recipe-C-Level/dp/144867252X/ref=sr_1_1?s=books&ie=UTF8&qid=1308812257&sr=1-1
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http://joecaulfield.blogspot.com - Join the discussion -
"Rapid Sales Success" is the book that defines many of the principles of learning, while doing actual consulting (the laboratory). When lessons learned were coupled with street-wise psychology, it became obvious these axiomatic principles should be transferred to sales classrooms.
Consulting itself is the act of discovering what's wanted, and then educating buyers on products that correspond to that "want". The process determines if there is a synergy, and thus a reason for continuing on a path to purchasing. Without the educational component within sales consulting, the process degenerates into a war of words, or minds.
"Rapid Sales Success" takes full advantage of modern street-wise psychology. It utilizes the newly discovered, Targeted Wants Analysis, and has a process for handling mental confusions that may stand in the way of a buyer making clear-headed present-time choices.
http://www.amazon.com/Rapid-Sales-Success-Recipe-C-Level/dp/144867252X/ref=sr_1_1?s=books&ie=UTF8&qid=1308812257&sr=1-1
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