The Sales Advantage

Version: Abridged
Author: Dale Carnegie , J. Oliver Crom , Michael Crom
Narrator: John Dossett
Genres: Business
Publisher: Simon & Schuster
Date: January 2003
Length: 3 hours
Ratings:
Formats:
  • CD
  • MP3

Suggested Titles

  • How To Win Friends & Influence People

    by Dale Carnegie

    • Book Rating: 4/5

  • 5 Steps to Successful Selling

    by Zig Ziglar

    • Book Rating: 2.5/5

Overview

The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view.

Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amidst a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. This audiobook includes specific advice for each stage of the eleven-stage selling process, such as:

-How to find prospects from both existing and new accounts
-How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it)
-How to sell beyong questions of price

The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.

Selected Reviews

Sales Advantage

by Shay Gripman
  • Book Rating: 2/5

More...

Read All 1

Reviews (1)

Sales Advantage

Written by Shay Gripman from Hillsdale, MI on March 28th, 2005

  • Book Rating: 2/5

I thought this book was very basic and not very useful for sales people with a couple of years experience. Most of the things they talked about are common sense and they didn't get too in depth about each subject.

Selected Reviews

Sales Advantage

by Shay Gripman
  • Book Rating: 2/5

More...

Read All 1

Author Details

Author Details

Carnegie, Dale

Perhaps the most well-known author in the field of communication and public speaking, Dale Carnegie was born into poverty on a small farm in Maryville Missouri. Devoted to public speaking from his teen years, he was active in debate in high school. Carnegie attended Warrensburg (Mo.) State Teachers College, and became a salesman for Armour and Company in Nebraska. Moving to New York City in persuit of an acting career, he gave classes in public speaking at the Young Men's Christian Association. Soon he was developing courses on his own, and writing pamphlets that he would eventually publish as books. Carnegie believed that the quickest way to develop self-esteem is through public speaking.

In the early 1930s he was known for his books and a radio program. When he published How to Win Friends and Influence People in 1930, it enjoyed immediate success and would become one of the best-sellers of all time, selling more than 10 million copies in many languages. This led to demand for him as a lecturer and writer: he began a syndicated newspaper column and organized the Dale Carnegie Institute for Effective Speaking and Human Relations, with branches all over the world. He lived to see the day when his name became virtually synonymous with the very kind of self-help-to-success that he promoted.

Dale Carnegie loved to teach others how to become successful. His rock-solid, time-tested advice has helped many now-famous people to climb the ladder of success. How to Win Friends and Influence People remains one of the best-sellers of all time, because of its colorful illustrative stories and simple, well-phrased rules. Two of Dale Carnegie's most famous maxims are, "Believe that you will succeed, and you will," and "Learn to love, respect and enjoy other people." Dale Carnegie died in 1955 at the age of 67.

Crom, J. Oliver

J. Oliver Crom has more than forty-five years of sales experience and is currently Vice-Chairman of the Board of Dale Carnegie Training. He advises the senior management on policy matters and strategic planning, and is active in several committees on the board. J. Oliver Crom resides in Sands Point, New York.

Dale Carnegie Organization, The

Perhaps more than any other person who ever lived, Dale Carnegie changed the human relations movement. His world-famous course has now influenced millions of people. Looking back on his life, Carnegie saw that worry and fear were the forces that held him back. He developed the Dale Carnegie Course as a forum for overcoming worry and fear and for developing human relations and leadership skills.