Carl Stevens

Stevens, the 95-year-old sales professor, spent decades of his life answering. In Professional Selling, Stevens uses case studies from his sales career—back to the Great Depression—to lay out a clear process for new and experienced salespeople in every industry to: Find your prospects’ hidden buying urges (chapter 7) Earn your prospects’ trust through proven communication principles (chapter 3) Ease your prospects’ deepest fears about your products and services (chapter 5)How to use “picture language” to arouse your customers’ desire (chapter 7) How to identify and overcome the most common customer objections (chapter 9)