How to sell to an idiot
Subtitle: 12 steps to winning over your toughest customer
By: John Hoover, Bill "The Coach" Sparkman.
Contributors: Sparkman, Bill, 1948-
Publisher: Wiley
Published: 2006
Place of publication: Hoboken, N.J
Language: eng
Subjects: Selling -- Psychological aspects.
Table of contents: title: Step one : be prepared or be the idiot; title: Step two : connect with the clueless; title: Step three : confuse to clarify; title: Step four : play the match game; title: Step five : showtime; title: Step six : ask for the business; title: Step seven : circle around/make another pass; title: Step eight : annoy them a little and ask for the business, again; title: Step nine : appreciate; title: Step ten : get a referral; title: Step eleven : the fine art of following up to stay off of your laurels; title: Step twelve : practice