Using real, everyday situations, the KNACK of Selling examines the face-to-face selling process from the first encounter to the closing handshake. But it doesn't stop there; you will also learn how to add value to the sale, how to cope with disgruntled customers, and most importantly how to follow-up and ensure your satisfied customers spread the good news about you. Top salespeople are never content with just closing the sale; they know real success depends on referrals and happy clients coming back for more. It's not just about winning new business either: it's about building lasting relationships! This handy reference is not only for newcomers to the field of selling. It's a wonderful refresher for the old hands too, and reflects a world of experience from multi-national corporations right down to the local small business environment … literally from boardroom to shop floor. Drawn from the melting pot of years of hands-on training workshops - from Sanyo's International Head office in Osaka Japan to a scout hall in Outback Australia - the Knack of Selling really is a book ‘for the salespeople - by the salespeople'.