Tehnici De A Vinde

by Michael Crom Dale Carnegie & Associates, Inc., J. Oliver Crom

Now, for the first time ever, the time-tested, proven techniques perfected by the world-famous Dale Carnegie® sales training program are available in book form.

The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view.

Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amid a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did as recently as ten years ago is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. The book includes specific advice for each stage of the eleven-stage selling process, such as:

• How to find prospects from both existing and new accounts
• The importance of doing research before approaching potential customers
• How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it)
• How to reach the decision makers
• How to sell beyond questions of price

The cutting-edge sales techniques in this book are based on interviews accumulated from the sales experiences of professionals in North America, Europe, Latin America, and Asia. This book, containing more than one hundred examples from successful salespeople representing a wide variety of products and services from around the world, provides practical advice in each chapter to turn real-world challenges into new opportunities.

The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.

Genres: Business, Self Help, Personal Development, Nonfiction, Entrepreneurship, Audiobook

368 pages, Paperback

First published December 31, 2002

Reviews

[Daniel Taylor · Rating 4 out of 5]

This book is How to Win Friends and Influence People meets The five great rules of selling, puffed out with anecdotes. Given that the latter book went out of print (I tracked my copy down through Amazon), this book stands as a welcome guide to the basics of selling. If you're in business or sales, read this book, apply it, and the results will speak for themselves.

[Íris · Rating 4 out of 5]

Dou 4 estrelas, não 5, porque, pelo menos para o meu caso, o livro só começa a ter informação valiosa a partir de meio.
Aborda todo o acompanhamento ao cliente do princípio ao fim, como sermos bons prestadores de serviços e produtos, como ajudar o cliente a tomar decisões, como nos basearmos na nossa qualidade enquanto prestadores e não somente nos preços, etc.

Para quem é um profissional que lida diretamente com clientes e vendas, é sem dúvida um livro essencial.

Podia ter lido mais rápido mas eu parava de 2 em 2 páginas para anotar mais informação importante.

[Mika · Rating 3 out of 5]

### Buchreview: Der Verkäufer in Dir

"Der Verkäufer in Dir" bietet eine Vielzahl von Verkaufsprinzipien, die in der Theorie gut sind und oft an die Klassiker wie "Wie man Freunde gewinnt" von Dale Carnegie erinnern. Dennoch wirkt das Buch insgesamt sehr veraltet. Viele der Konzepte, die es vermittelt, erscheinen heute nicht mehr zeitgemäß und reflektieren nicht die modernen Verkaufsstrategien und -techniken.

Das wichtigste, was ich aus dem Buch mitgenommen habe, ist die Erkenntnis, dass man sich vor jedem Verkauf gut vorbereiten sollte. Dies ist zwar eine grundlegende, aber auch selbstverständliche Vorgehensweise, für die ich kein ganzes Buch lesen muss. In der heutigen Zeit sollte man erwarten können, dass solche Basics einfach zum Verkaufsprozess dazugehören, ohne dass sie in einem eigenen Werk behandelt werden müssen.

Insgesamt empfinde ich das Buch als eine gewisse Zeitverschwendung, da es viele Punkte behandelt, die für jeden Verkäufer klar sein sollten. Es ist tendenziell nicht schlecht, aber die veralteten Ansätze machen es schwierig, echten Mehrwert daraus zu ziehen. Wer sich ernsthaft mit dem Thema Verkauf auseinandersetzen möchte, sollte nach aktuelleren Alternativen suchen.

[Dang Tran · Rating 5 out of 5]

Đây là cuốn sách có thể vừa đọc vừa áp dụng ngay vào công việc hoặc thậm chí là đời sống hằng ngày. Về cơ bản, hiểu con người và duy trì các mối quan hệ có lợi cho đôi bên luôn là việc làm hữu ích. Để làm được điều đó cần hiểu bản thân có gì, người khác cần gì và ta có thể giúp đỡ và cung cấp giá trị như thếnào.
Có thể thấy rằng những kiến thức này có liên hệ với việc làm marketing, chăm sóc khách hàng, thu thập - xử lý dữ liệu và nhiều hơn thế. Ở phần cuối cuốn sách, tác giả nhắn nhủ rằng lợi thế bán hàng lớn nhất chính là ở thái độ. Có thể nói rõ hơn là việc hiểu và cung cấp giá trị đã và sẽ luôn là mục tiêu cuối cùng của việc bán hàng. Tất cả những kiến thức đóng vai trò là công cụ giúp thực hiện điều đó dễ dàng hơn.

[Ermal · Rating 5 out of 5]

Sehr Schade, dass dieses sehr informative Buch nicht wirklich bekannt ist. Denn wer wirklich eine gute Step-by-Step Anleitung fürs verkaufen will, der ist mit diesem Buch super ausgestattet. Denn nicht nur wird jeder Schritt beim Verkaufen erklärt, sondern auch werden Tipps, mit denen man sich von der Masse/Konkurrenz abheben kann,mitgeteilt.

[John · Rating 3 out of 5]

the info is good, the source is good, the audio is good...

[Marcel · Rating 5 out of 5]

Best book on sales I've read.

[Edie Brown · Rating 3 out of 5]

Geared toward salespeople, not entrepreneurs.

[Alexandru · Rating 5 out of 5]

Amazing information provided by the legendary Dale Carnegie! Definitely a must-read when it comes to selling and business in general.

[Ekta · Rating 3 out of 5]

Read on wiser!

[Păuna Oana · Rating 5 out of 5]

Best book on sales. thank you

[John · Rating 4 out of 5]

This book provides a great approach for completing larger sales in longer sales cycles. It lists all the major steps in a longer sales cycle. True to the Dale Carnegie name, there is a strong emphasis on building rapport and developing relationships with prospects and customers. This book also advises on how to provide excellent customer service.

[Stefan · Rating 5 out of 5]

Very practical guide for marketing managers to impove their skills and knowledge about applying marketing management into practice.

[Paul Bard · Rating 2 out of 5]

Decent guide to the complete basics of selling.

[Hisham Hafiz · Rating 3 out of 5]

It is an alright book. It has good information and practical advise, but nothing memorable.

[Eileen Levitt · Rating 5 out of 5]

A little biased on this book, as I’m one of the contributors.

[Drecsan Razvan Sebastian · Rating 5 out of 5]

As usual Dale is coming with useful techniques on the subject.

[Joe Nickels · Rating 5 out of 5]

Practical methods along with stories to highlight application.

[Gabriel Tarpian · Rating 5 out of 5]

Amazing book, full of valuable information!

[LO Lorelei · Rating 3 out of 5]

Interesanta. Baza teoretica este exemplificata prin experienta mai multor oameni de afaceri, ceea ce iti ofera mai multa credibilitate.