Summary and Info
The ability to ask effective questions that move you closer to earning (a.k.a. closing) the sale are necessary in today's global and highly competitive marketplace. How well you ask the right question will allow you to Be the Red Jacket in the sea of gray suits.be The Red Jacket in a sea of gray suits
Freese also takes some time to explain how the marketplace has changed and that embracing rejection by making more sales calls is "hogwash." He encourages the reader to think about above average concepts and provides Secrets in each chapter to help the reader take specific action.
Even though I dislike his phrase "closing the sale," he suggests there are 5 prerequisites before your potential customers (a.k.a. prospect) will sign on the dotted line. At the end of the book, there is a short chapter for Sales Managers only as well as an index.
If you want to improve your sale to earn ratio or just become a better conversationalist within the sales process, then this book can help you do just that.
More About the Author
Thomas Breese (November 4, 1793 – October 11, 1846) was an American naval officer. Best known for his service under Oliver Hazard Perry during the 1813 Battle of Lake Erie, he served in the United States Navy for another 33 years, including as a paymaster for over two decades.
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