Summary of How You Make the Sale

What Every New Salesperson Needs to Know

Sourcebooks, more...

Buy the book

How You Make the Sale book summary
Selling doesn`t necessarily take talent; it takes method. To sell well, follow the right steps from greeting to close.

Rating

7 Overall

9 Applicability

5 Innovation

7 Style

Recommendation

In clear, succinct, readable fashion, author Frank McNair summarizes time-honored sales counsel. His book is well-organized and straightforward. After each chapter, he provides a brief self-test that will help you remember his most important points. This book does not waste your time with hokey yarns; instead, it is refreshingly businesslike and easily portable. getAbstract recommends this handbook to neophytes who are starting their sales-advice libraries and to experienced salespeople who want a refresher course.

In this summary, you will learn

  • How to determine your customers’ needs
  • What eight steps to follow to make a sale
  • Why you should always emphasize benefits, not features
  • When to talk about price
  • How to take "no" for an answer
 

Summary

Customer, not Enemy
Many people think of sales as a high-pressure contest between a driven and pushy salesperson and a victimized customer. But sales is not a "zero sum" game that only one person can win. The customer is not your antagonist, and the object of sales is not to prevail. Sales...
Get the key points from this book in less than 10 minutes. Learn more about our products or log in

About the Author

Frank McNair has extensive experience with national corporations in sales training, sales, promotion, communication, branding and management. He is a partner in a sales training company.


Comment on this summary

More on this topic

Customers who read this summary also read

More by category