Practical Selling

No Seminars in Foxholes offers practical lessons for real-world salespeople. You will learn (1) the best sales tactics to use depend on the situation; (2) the strength of your product company status at an account and timing of market entry are crucial (3) people in the sales process are swayed by politics and emotions; (4) prospects will select vendors based on how they feel about the limited inputs they have; (5) how to gather often surreptitiously the information you need about the decision process; (6) how to use that knowledge and other techniques to affect the outcome. One-size-fits-all approaches to sales do not work. This book will change how you view the sales profession.</p>