- Concrete Examples
Many salespeople, especially novices, aren’t always sure how to interact with prospects. Many adopt an overly familiar “frat boy” approach. Although they may not yet know much about their prospect’s problems, goals and needs, they ask for major commitments. Unsurprisingly, this seldom works. In this lively, comprehensive manual, sales trainer and coach David V. Lorenzo offers a more effective alternative: “relationship-based sales.” He directs his advice to B2B and B2C salespeople who will garner many useful sales tips from his strategies and recommendations.
About the Author
David V. Lorenzo founded The Dave Lorenzo Company, which offers sales training, executive coaching, negotiation consulting and an online business leadership academy.
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