How to Sell When Nobody�s Buying

Lakhani, Dave
August 2010
How To Sell When Nobody's Buying - Business Book Summaries;8/11/2010, Vol. 1 Issue 1, p1
Book Summary
Book Summary
The traditional ways of interacting with potential customers have become antiquated and need to evolve to keep pace with a rapidly changing marketplace. In How to Sell When Nobody�s Buying, Dave Lakhani presents updated tactics for connecting to new markets, expanding networks, and taking advantage of technology for increased revenues and sales profits. It goes without saying that the economy is in disarray. People are dealing with slumping sales and uncertainty, and techniques that worked in the past few decades are no longer applicable or successful. With the increased availability of up-to-the-minute information and the technological advances that are now accessible, sales tactics need to be adapted to the changing landscape. To be successful in sales today, there must be a dedication from within each salesperson to learn new skills and compete in this economy. One of the most important characteristics a salesperson needs to have is adaptability. The mark of a truly exceptional salesperson is being able to take an eagle eye approach to whatever current situation one is in and develop a plan to leverage the industry, market and company in one�s favor for excelling and �doing whatever it takes.� Thinking differently, making extra calls, attaining laser-like focus, and being aggressive while still acting ethically is what this entails. The economy has presented both a challenge and an opportunity for anyone in sales to excel. With the right tools and mindset in place, anything is possible for creating powerful connections, unearthing great prospects and ultimately achieving greater success and profitability. Regardless of what sales industry readers are specialized in, Lakhani aims to provide the tools necessary to succeed in any challenging landscape. By adopting these techniques and tools, readers will have a better understanding of how to achieve more successful sales in the new economy.


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