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Listen to the Dinosaur The Fundamentals of Selling Haven't Changed! by David M. Fellman


Listen to the Dinosaur The Fundamentals of Selling Haven't Changed! plot

Listen To The Dinosaur is a very modern presentation of the fundamentals of effective selling. “I think a lot of salespeople are looking for a new way to sell,” says author Dave Fellman, “because their perception is that the old way isn’t working anymore. This isn’t a new phenomenon; it’s probably been happening as long as there have been salespeople. Times change, products and services change, technology changes — so the fundamentals of selling must change too, right? I think wrong. I also think that the more people look for a new way to sell, the farther they get from the fundamentals. And that’s why their method of selling isn’t working.” Listen To The Dinosaur covers the fundamentals of prospecting, qualifying, needs analysis, handling objections and closing. It features chapters on Organization and Time Management, Networking Groups and Media, The Art of Negotiation, and also provides guidance on Looking For A Sales Job. Listen To The Dinosaur was listed by Selling Power magazine as one if it’s 10 Best Books To Read In 2010.


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