Harvard Business Review on Sales and Selling (Harvard Business Review Paperback)

No matter what business you're in, there is one ultimate driver for all that you do: sales. To survive, companies must sell. Whether you sell directly to mass-market customers, pitch to just one major buyer, or negotiate complex multiparty deals, knowing when and how to apply the right techniques can be the difference between a near-miss and making the sale. This collection provides the tools and tactics you need to succeed in today's demanding world of sales and selling.brbrSome of the ideas you'll discover include:brbrHow to develop and sustain a low-pressure sales force to truly master the "soft sell" brThe two basic qualities that any good salesperson must have--and why they matter brHow to determine who really wants to buy, and how to pitch to the real decision makers brWhy the "pitcher" matters as much as the pitch--and how collaborating with "catchers" often leads to the biggest wins