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This unique all-in-one guide will teach you everything you need to know to maximise the effectiveness of your sales meetings and motivate your sales team, offering expert advice on every aspect of sales management.
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NTC LEARNINGWORKS NTC/Contemporary Publishing Group
Page iv
Library of Congress Cataloging-in-Publication Data
Dance, James. Get the most out of sales meetings / James Dance. p. cm. (Here's how) Rev. ed. of: How to get the most out of sales meetings. 1992. ISBN 0-8442-2483-9 1. Sales meetings. 2. Sales presentations. 3. Motivation (Psychology). I.Dance, James. How to get the most out of sales meetings. II. Title. III. Series: Here's how (Lincolnwood, III.) HF5438.8.M4D36 1997 658.8'101dc2197-30115 CIP
Originally published as How to Get the Most Out of Sales Meetings Cover illustrations by Art Glazer
Published by NTC LearningWorks A division of NTC/Contemporary Publishing Group, Inc. 4255 West Touhy Avenue, Lincolnwood (Chicago), Illinois 60646-1975 U.S.A. Copyright 1992 by NTC/Contemporary Publishing Group, Inc. All rights reserved. No part of this book may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior permission of NTC/Contemporary Publishing Group, Inc. Printed in the United States of America International Standard Book Number: 0-8442-2483-9 18 17 16 15 14 13 12 11 10 9 8 7 6 5 4 3 2
Page v
Dedication This may look like a book about sales meetings, but really, it's a book about personal growth and achievement. With that in mind, I dedicate it with much love to the memory of my dad, Walter Strayer Dance, who was a quietly great and inspiring man; and to my mom, Evelyn McGrath Dance, who is gracious and kind, and has always seen the glass half full. Thank you both.
Page vii
CONTENTS
Introduction
ix
How to Use This Book
xi
Three Steps to Effective Sales Meetings
xv
Part I Improving Customer Knowledge and Relationships
1 Getting the Most from the Client Meeting
2
2 Building Connections with Customers
5
3 Enhancing Your Customer Knowledge
8
4 Understanding the Client's Perspective
11
5 Interpreting Customer Type and Responding Appropriately
13
6 Reading Customer Response Modes
16
7 Improving Knowledge of the Customer's Business
19
8 Helping Customer to Help Sales
21
9 Understanding the Value of Doing Something Original
23
10 Making Customer Presentations More Interactive
26
Part II Improving Communications Skills
11 Learning to Listen for Accuracy
30
12 Testing Listening Skills
32
13 Smiling Your Way to Success
36
14 Practicing Eye Contact
39
15 Exploring the Importance of Nonverbal Communication
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