SECRETS OF TOP-PERFORMING SALES PEOPLE

How today's top sales pros consistently connect with--and close--their best, most lucrative customers

Sales pros often focus too much on operational details and forget that the secret to selling is developing strong customer relationships. Secrets of Top-Performing Salespeople reiterates that the customer is key and provides customer-based lessons and techniques based on up-todate studies and examples from hundreds of exceptional salespeople.

This dynamic book reveals how average salespeople become exceptional by being responsive to and focused on the customer, both behaviorally and organizationally.

Profitable solutions are offered on:

• Team selling
• Competitive selling
• Account management
• Use of new technologies

Edward R. Del Gaizo, Ph.D. is director of research, evaluation, and certification at AchieveGlobal and the author of High Performance Sales Organizations.

Seleste E. Lunsford is a product manager for AchieveGlobal's Sales Performance portfolio of products and services.

Mark D. Marone is AchieveGlobal's senior research manager.