Many books simply list prescribed techniques and leave the reader to interpret them. What makes this book different is that it provides clear, practical advice on every aspect of making a sale, but you’ll also find much more: templates, tables, exercises and stimulating ideas to develop your sales techniques and monitor your progress in each particular sale. Every chapter ends with a summary, key points and coaching advice on developing a particular part of the sales cycle.
If you’ve ever found yourself thinking ‘How can I be sure to maximise my chances of success?’ – this book is for you.
‘Innovative and extremely beneficial to our performance both in terms of skill sets but particularly in increasing confidence levels within our teams of sales people.’
Andrew Pendrigh, Director, James McNaughton Group
‘One of those rare people in sales… knows what has made him successful and is able to transfer these skills to others.’
Andrew Mills, Sales Director, Applied Optical Technologies
‘Julian Clay is a master of the selling process. By coupling powerful questioning techniques with his sales forecasting method we have revolutionised our sales process.’
Lawrie Siteman, Managing Director, IDS Group
Julian Clay is a Management Consultant specialising in selling techniques. After a successful career with Kodak, he developed his own consultancy. His clients have included the James McNaughton Group, ICI, Racal, Gillette and Novartis. He is co-author of The Sales Manager’s Desktop Guide, also published by Thorogood.