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    World Class Selling, 2nd edition
    World Class Selling, 2nd edition
    World Class Selling, 2nd edition
    Ebook525 pages6 hours

    World Class Selling, 2nd edition

    By Roy Chitwood

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    About this ebook

    World Class Selling, 2nd edition is a scientific process that enables you to sell any product, service, or idea. Behind its procedures, lies an ethical philosophy that you can rely on: a win-win philosophy of servicing the customer. You never need to con or pressure a prospect, or do anything against your standards or contrary to your personality.

    You will learn the buyers hidden agenda: the Five Buying Decisions that every prospect must make before buying. If you don't know what these decisions are, or the precise order in which they are made, you cannot reach your potential in sales. In World Class Selling, you will learn the Seven Steps of the Track Selling System TM that carry you smoothly through each of the prospects' buying decisions in the correct order.

    You will also learn the Six Buying Motives--the "hot buttons" in selling. By adapting your presentations to your prospects' motives, you will increase your sales and your customers' satisfaction.

    The skills, techniques, and philosophy of World Class Selling, 2nd edition will give you a sustainable advantage over your competition. World Class Selling, 2nd edition will show you how to sell more, and have more fun in the process.

    Roy E. Chitwood World Class Selling, 2nd edition

    LanguageEnglish
    PublisherRoy Chitwood
    Release dateNov 28, 2011
    ISBN9781935359999
    World Class Selling, 2nd edition
    Author

    Roy Chitwood

    Background: Roy E. Chitwood, CSP, CSE Roy Chitwood has been a salesman his entire career: First in the insurance industry, and since 1976 as president of Max Sacks International (MSI), the firm which has been teaching sales professionals to sell more effectively since 1958. He started his selling career when he became an insurance agent in Los Angeles for Midland National Life Insurance Company. He quickly moved into positions as branch manager, district manager, and then as regional manager for a companion company, Westland Life Insurance Company. He built his region from a one-room office into the top-producing region in the company, with 28 offices throughout Southern California and Arizona. Roy moved to Max Sacks International in 1976, when he acquired the firm. Max Sacks International’s flagship program, called the Track Selling SystemTM: A Scientific Selling Procedure, stresses managing selling as a process. Through the programs and services provided by Max Sacks International, Roy has helped improve the sales performance of more than 250,000 sales and sales management personnel from thousands of firms in 21 countries including Xerox, Bank of America, Hewlett-Packard, Cisco, Coca-Cola, General Dynamics, Nextel, China Mobile and over 3,000 others. His philosophy is that a professional salesperson makes a sales call for only one reason, and that reason is to serve the customer. When selling becomes a procedure it ceases to be a problem. If it is not a procedure it will always be a problem. Roy is the former president and chairman of Sales and Marketing Executives International (SMEI) and Sales and Marketing Executives Association of Los Angeles (SMELA). He is a member and Certified Speaking Professional (CSP) of the National Speakers Association. Less than 6% of the members of the association have earned this prestigious designation. His book, World Class Selling: The Complete Selling Process, Second Edition published by Book Publishers Network is available at your local bookstore or at www.maxsacks.com.

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