Troy Quaife - Chapter 7 summary:

Smarter Sales, Better Bottom Line

Why are everyday business’s going broke?

Because sales aren’t being closed. Sounds simple enough, but sales aren’t being closed because sales people aren’t utilising some of the most simple rules that they can easily apply. Why? They often aren’t aware of the rules in the first place because they have had little or no training on these simple and easy to apply rules.

In this chapter Troy takes you through the process that he works on with every day businesses to evaluate what they are doing well, but more importantly where they can make simple improvements in their sales departments to enhance their sales close rates.

At the end of the chapter you will know:

• Why customers don’t like salespeople
• How to find out what the customer wants
• The steps to the most successful sales process
• How to tell how successful we are as sales people
• Why so many sales presentations don’t end up with a Cha-ching at the cash register
• How to ensure that when we do close a sale, how the customer keeps coming back to buy more and more

Throughout the chapter Troy tells you exactly what you will need to do to ensure that you will close more sales, and how to measure who is your most successful salespeople, and who can improve the most.

Troy uses examples from organisations he has worked with so that you can understand how you could change a few simple things and you will close a lot more business. This chapter will help to ensure that you keep your doors open well into the future.

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