—Arold Palmer, Golfweek magazine After years of experience in the high-powered realm of international busi-ness, Mark H. McCormack, the founder and chairman of the International Management Group, has finally decided to share the winning strategies he feels are necessary to become a success in the world of sales. In On Selling, the second book in the author's informative new business series, McCormack uses honest discussion and anecdotal examples to demonstrate the best ways to sell to even the most stubborn of customers. You will learn: the subtleties of identifying who actually makes the buying decisions in a sale and why it isn't always the person with the most impressive title how to gauge how well you are doing at any stage in the sales process when to push and when to hold back that your sales style, no matter how successful, may not always be appropriate how a little fine tuning goes a long way the secrets of turning a first-time customer into a lifelong customer and much more!

ISBN: 0787109045