Mastering the World of Selling by Eric Taylor & Riklan David

Author:Eric Taylor & Riklan, David
Language: eng
Format: epub
Publisher: John Wiley & Sons, Ltd.
Published: 2010-07-27T00:00:00+00:00

Name: Ray Leone

Company: Leone Resource Group

Web Site: www.rayleone.com and www.salesfunnel.com

Biography: Beginning in the field of computer science, Ray Leone left to enter sales, becoming the top producer for two international corporations. Ray combined his scientific background with practical field experience to develop his trademark selling program, the Sales Funnel, taught on all five continents. Ray received Target Training International’s President’s Award for contributions to human development and was recognized by Selling Power Live as an icon of selling.

Corporations that have retained Ray include AT&T, Comcast, Liberty Life, Scan-Source, Wachovia, Sprint, and BioLab.

Ray has written Success Secrets of the Sales Funnel and hosts the radio program Winning the Game of Life.

Selling Philosophy: My trademarked system The Sales Funnel; uncovering the pain and positioning yourself as a problem solver

Target Industries: Corporate, international, IT, service, real estate, financial

Best Sellers: Success Secrets of the Sales Funnel book and CDs, Sales Mastery Continuing Education Series, Sales Leadership Training, developing winning strategies for large deals of corporate clients

Sales Tip One: Always link your solution to the client’s critical business issue and dollarize the value of that solution.

Sales Tip Two: You cannot defend a negative, so attack. Always bring up a negative about your company before the client or competition does and you will diffuse it.

Sales Tip Three: Eliminate one step in the sales process by using the fast-forward technique. When someone asks you to do something such as taking them to look at an installation, say “Let’s assume that is done; then what?”

Book One: Success Secrets of the Sales Funnel

Product One: Sales Mastery (12-CD video series)

Product Two: Success Secrets of the Sales Funnel (12-volume audio CD)

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