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You rely on your key accounts for repeat business over time, but with Stephan Schiffman's tips and strategies, you'll find out how to increase your sales to these accounts and solidify your relationship as "partners" in the sales process. In Mastering Your Key Accounts, Stephan Schiffman shows you how to implement a winning selling philosophy based on taking calculated risks and stirring things up within existing accounts. He gives you the tools to build key strategic alliances in all of your accounts. Inside you'll find sure-fire strategies to: - Build alliances and win over critical constituents
- Develop and refine a Major Account Mapping worksheet
- Devise a growth/action plan for key accounts
- Finalize an action plan that extends your network within the major account
As America's recognized #1 sales trainer Stephan Schiffman promises to give you proven advice that will boost your business -and your bottom line! Stephan Schiffman, America's #1 Corporate Sales Trainer, is the author of dozens of bestselling books, including Cold Calling Techniques (That Really Work), 5th edition; and The 250 Sales Questions to Close the Deal. His clients include Aetna, AT&T, Blue Cross/Blue Shield, Boise Office Solutions, ChevronTexaco, Cox Communications, EMC, Federal Express, IBM, Merrill Lynch, Motorola, the New York Times, Sony, and Waste Management.
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