Winning Group Sales Presentations: A Guide to Closing the Deal [Paperback]

Linda Richardson (Author)

Book Description

Publication Date: December 1, 1991

This book offers what every salesperson needs to sell products or services in the coming decade-step-by-step guidelines for developing and implementing a plan to sell to client groups. This book identifies the often unexpected things that can happen when selling to a group. Based on years of training and testing strategies and techniques in group sales situations, it is packed with practical, how-to skills. Specifically, this book explains: How to package presentation materials-and the salesperson-to suit the client's needs; how to use the valuable minutes before you present to begin creating rapport; how to deal with resistance, objections-and hostility; how to determine the powerful client decision maker and who influences him/her; how to address each client's individual concerns while keeping the entire group's attention.

Product Details

• Paperback: 200 pages
• Publisher: McGraw-Hill Trade (December 1, 1991)
• Language: English
• ISBN-10: 1556236905
• ISBN-13: 978-1556236907
• Product Dimensions: 8.8 x 5.7 x 0.8 inches
• Shipping Weight: 12 ounces
• Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
• Amazon Best Sellers Rank: #1,723,020 in Books (See Top 100 in Books)

More About the Author

Discover books, learn about writers, read author blogs, and more.

Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

5.0 out of 5 stars ning Group Sales Presentations: a Guide to Closing the Deal, April 23, 2002

By A Customer

This review is from: Winning Group Sales Presentations: A Guide to Closing the Deal (Paperback)

...Please don't be misled by the title and date of this book. It is really all about preparing for and conducting effective project interviews and, even though it's 12 years old, this book is one of the best 'process guides' for the topic.

The author provides many practical tips that, take it from this gray-hair, I am sure will help people who are uneasy with interviewing. It's worth the [item price] on Amazon. Read before your next interview--it will help!