Investigative Selling: How to Master the Art Science and Skills of Professional Selling

Where do you stand now in your sales career? Could your skills be improved? Are you happy with your sales figures? Are you satisfied with the money you’re making? If the answers make you uncomfortable, this is the ‘how to’ book you need to read. Within each super salesperson is an expert detective who is every bit as skilled as any Sherlock Holmes or Columbo. For a lucky few, these sleuthing talents come naturally. For most, however, these skills must be learned, practised and refined - and it is this set of skills that turns the average salesperson into the master seller. Now, Omar Periu, a renowned ‘high energy’ sales trainer and master salesman, provides readers with the secrets of becoming a top sales professional in this comprehensive book Investigative Selling . Like any good investigation, selling begins with questioning, listening and observation. How you ask your questions, what you hear and what you look for can provide you with all the clues you need to seal that important sale. Investigative Selling not only details these important skills, but, also, explains the most effective way to use the information you gather. And it applies investigative selling techniques to a range of sales activities, from prospecting to qualifying, from presentation to closing. Throughout the book, simple icons help you identify the recommended strategy and important tips and tactics are clearly highlighted so that you don’t miss a trick.