Golden Circle Secrets How to Achieve Consistent Sales Success Through Customer Values & Expectations,9780471718574

Golden Circle Secrets How to Achieve Consistent Sales Success Through Customer Values & Expectations

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Edition: 1st
ISBN13: 9780471718574
ISBN10: 0471718572
Format: Hardcover
Pub. Date: 2005-04-28
Publisher(s): Wiley
List Price: $21.16

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Summary

A father and son sales team reveal the secrets of sales success In Golden Circle Secrets, father-and-son team Dale and Ben Midgley show management and the sales team how to achieve consistent success in sales. Based on a unique new strategy that responds to customer values and expectations, the Midgleys reveal how sales and management are inseparable components of sales success that must work in tandem to produce consistent results for an organization. Sales increase when management and its sales force are on the same page. The "golden circle" is based on a customer-oriented business system specifically designed to help companies attract and satisfy customers and energize employees, while maintaining a consistently healthy level of profits.

Author Biography

BEN MIDGLEY is Senior Director of Corporate Sales at 24-Hour Fitness, the world's largest privately owned fitness company. The International Health, Racquet & Sportsclub Association has named him the Top Sales Person in the entire fitness industry.

DALE MIDGLEY is a public speaker who gives more than 100 addresses per year. He is also a real estate professional, a business consultant, and the former director of sales and management development at Weichert Real Estate Affiliates, the nation's largest independently owned real estate company.

Table of Contents

Preface.
Chapter 1. Why the Golden Circle?
Chapter 2. Sales and Your Corporate Culture.
Chapter 3. The Sales Process In Depth.
Chapter 4. Sales Authenticity and Customer Connection.
Chapter 5. Prospective Customer Service.
Chapter 6. World Class Care.
Chapter 7. Relationship.
Chapter 8. Referral.
Chapter 9. How It Began: Ben's Golden Circle Parable.
Chapter 10. Dale's Golden Circle "Words to Live By".

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