Summary of The Sales Advantage

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The Sales Advantage book summary


7 Overall

9 Applicability

4 Innovation

7 Style


J. Oliver Crom and Michael Crom have written a very good book for sales professionals who are on a learning curve, particularly newcomers and those with intermediate sales experience. Although veterans might know most of the new ideas here, the authors present valuable concepts in the excellent prospecting section and in the review of how to close a sale. The book presents a somewhat institutional Dale Carnegie approach to sales, including a strong emphasis on maintaining a positive attitude and a customer-centered approach. The section on overcoming objections could be juiced up a bit and many of the illustrative anecdotes could be developed more richly, but the book supplies significant expertise for newer sales professionals - and that alone, believes, should make it an easy sell.

In this summary, you will learn

  • How to use the fundamental principles of sales;
  • How to focus on customers to make more sales;
  • What excellent prospecting requires;
  • How to handle objections; and
  • How to close a sale.

About the Authors

J. Oliver Crom has more than 45 years of sales experience and is vice chairman of the board of Dale Carnegie Training, where Michael Crom is a board member and executive vice president. He has more than 25 years sales experience.



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A young college student named Fred Smith once submitted a paper that earned only a "C" grade. However, he thought his idea was pretty good. Smith’s proposal envisioned an overnight package delivery service that would pick up packages, rush them to central locations...

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