Best book for selling?

[Kak]

Now you are at the financial analysis part of the sales meeting. At this time you should have taken notes and know a bit about their current systems and what it costs them etc.

Ex- You explained earlier that your company's annual sales are around 1.2 million. Well my product has been shown by (various sources) to provide an average increase in sales performance of roughly 15% but to be conservative we will use 10.

Figure out their gross margins- (lets say 50%) so according to what we have calculated we could see an increase of over 60,000 minus the investment (in your product) of 3,000 means roughly 57,000 to your bottom line. Wow, 57 grand could sure buy you a nice new (something related to a hobby they like, like a boat or something, get this information back while building rapport) and that was being conservative.

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[Kak]

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