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Josh Seibert's new book, Winning from Failing: Build and Lead a Corporate Learning Culture for High Performance, shows company leaders how to harness the natural adult learning progression. This book shows sales leaders (and others) how to create, support, and sustain a workplace learning culture that measurably improves performance. Launching such a culture always starts with top management's recognition that it is okay, even essential, for people to fail...within clearly defined boundaries.
Experience Sandler Training at no cost for a one-time complimentary session.
Consistent growth requires a consistent, systematic process that delivers consistent, dependable results.
Sounds like an easy question to answer, right? Especially if you're proud of your product. But wait a minute - don't get caught in a trap!
If you have a long term warranty, but the customer isn't interested in that, he may believe he's paying too much for the product. On the other hand, if he has had problems with similar products failing sooner than expected, you may have just uncovered a selling opportunity.
Learn WHY the question was asked. This will move you out of "feature and benefit" selling and in to solving your customer's problems.
Are You Ready?
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The Sandler library of books includes two Amazon and Wall Street Journal best-sellers, as well as the best-selling sales classic for any sales book ever.