Altitude Profit Consulting Announces New Book Resolving the Conflicts Faced by Progressive Salespeople.DENVER -- The bane BANE. This word was formerly used to signify a malefactor. Bract. 1. 2, t. 8, c. 1. of those who have adopted new, consultative selling Consultative selling emphasizes customer needs and meeting those needs with solutions combining products and/or services. A consultative salesperson typically provides detailed instruction or advice on which solution best meets these needs. techniques has been conquered in a new sales management Sales Management Role and Goal Importance of sales management is critical for any commercial organization. Expanding business in not possible without increasing sales volumes, and effective sales management goal is to organize sales team work in such a manner that ensures a book by recognized sales strategist, consultant, educator and coach, Greg Bennett Greg Bennett may refer to:
Bennett, a co-founder of Kroenke Sports Enterprises affiliate Altitude Profit Consulting (APC (1) (American Power Conversion Corporation, West Kingston, RI, www.apcc.com) The leading manufacturer of UPS systems and surge suppressors, founded in 1981 by Rodger Dowdell, Neil Rasmussen and Emanual Landsman, three electronic power engineers who had worked at MIT. ) and a key sales resource to hundreds of organizations and individuals, including more than 150 professional sports teams and major universities across the country, as well as major media owners and others, has provided the missing link to what has become known as "Consultative Selling" by providing the steps necessary to maintain positive customer relationships while actually closing the sale. Appropriately titled "Consultative Closing," Bennett's book allows salespeople to avoid the "pushy push·y adj. push·i·er, push·i·est Disagreeably aggressive or forward. push  i·ly adv. "
sales techniques that are so despised in today's society by
bridging the gap between the aggressive salesperson who gets results,
and the informed consultant who builds lasting relationships. The book
presents a step-by-step approach to the sales process and proven methods
and strategies. In effect, it is a hands-on field guide that leads the
reader past the pitfalls and fears that can hinder any deal, enabling
successful closures that build strong "partnerships" with
customers.
Creative and cutting edge, Bennett's strategies completely transform the way customers are served on a daily basis. It does more than just tell readers how to close the deal; it offers non-confrontational strategies - Mini-Steps - sample scripts, exercises, and a unique online resource center with free audio and video segments. "Consultative Closing" also presents a four-week plan for implementation and teaches: * How to shorten the time required in closing a sale, while building stronger customer relations. * How to recognize a no, and even take a customer to NO, without seeming pushy. * Why devoting as much time to the post-sale as the pre-sale helps ensure long-lasting relationships - and a successful close. * How to overcome "call reluctance," and turn the fear of rejection into an opportunity for gaining prospects. "Consultative Closing" is published by the American Management Association's AMACOM AMACOM American Management Association Books. Editor Note: Kroenke Sports Enterprises is the owner of the Denver Nuggets Nuggets can refer to several branches of interest:
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