Killer Presentations Presenting Your objectives in this step of selling are: To create a differential competitive advantage for your product with an overwhelming weight of evidence. To create value for your product To build desire for your proposal
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The Sales Ladder
Negotiating and Closing
Sources: Gerald L. Manning and Barry L. Reece. 1990. Selling Today: A Personal Approach. Boston: Allyn and
Bacon; Neil Rackham. 1989. Major Account Selling Strategies. New York: McGraw Hill.