WHY SALESPEOPLE FAIL

"Why Salespeople Fail... and What You Can Do About It" exposes the shortcomings of traditional selling.

According to Dr. Stevenson, MD: "Today's salespeople, even the successful ones, often rely on out-dated, adversarial selling methods that are personally demeaning and largely ineffective. Prospects who recognize these methods can use their knowledge to derail the selling process, forcing salespeople to work harder for less."

That's the message of "Why Salespeople Fail... And What You Can Do About It," a newly revised and updated booklet that examines the perils of selling the "traditional" way in an increasingly sophisticated marketplace. But the 36-page booklet, available free through the Sandler Sales Institute, does much more than debunk traditional selling methods. It shows managers how their salespeople can use non-traditional sales approaches to regain the initiative, close more sales and restore dignity, and personal integrity, to their sales efforts.

In addition to explaining "Why Salespeople Fail," the booklet also examines the structural reasons why many sales training programs fail to deliver lasting results for their clients. It presents a series of training alternatives for overcoming these deficiencies as well. Finally, the booklet addresses important issues in Sales Management Training and why they need to be handled in specialized formats structured differently from general management training courses.

First published in 1984, "Why Salespeople Fail... and What You Can Do About It," has given tens of thousands of business professionals greater insight into the state of modern sales and sales management training and the underlying psychology shaping most sales calls.

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