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the SalesGame
 

The SalesGame provides professionals with a practical approach to improving business development performance. This approach makes business development seem more like fun and less like work. The goal of the SalesGame is to convert qualified leads into enthusiastic clients that generate rewards commensurate with the value received. The book describes how to achieve this goal by:

• Outlining the six distinct stages professionals can use to manage the business development process including creating and qualifying leads, shaping the service, dosing and assuring client enthusiasm.

• Providing a core communications tool (The Ground Rule) to “connect” with clients and prospects, gather information, define buying criteria and handle objections

• Describing a fundamental technique (The Scorecard) to qualify leads, create value, implement strategy and differentiate a service

• Presenting best practices and specific techniques for closing in every stage of the business development process

• Describing the most effective opening and questioning techniques

• Providing a nine point checklist to tie the book’s concepts to an efficient and effective planning process

If professionals want to improve their business development “game”, be more efficient and effective, have more fun and a better winning percentage, they will find the SalesGame an invaluable resource.