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Selling with Control: From Contact to Commitment (The Sales Professional's Handbook Book 2)
Paperback
Publisher Price: $16.00
ISBN13: 9781805882763
Publisher: Michael Terence Publishing
Published: Aug 19 2026
Pages: 178
Weight: 0.54
Height: 0.41 Width: 6.00 Depth: 9.00
Language: English
Most salespeople do not lose deals because they lack effort. They lose them because they lose control.
A meeting drifts. A customer need is accepted too quickly. A proposal is sent before the value is clear. Negotiation starts, and price takes over. The customer says yes, but nothing formal happens.
The Sales Professional's Handbook, Volume 2: Selling with Control, shows how to avoid that pattern.
It gives early-career sales professionals a clear route from first contact to formal commitment. You will learn how to earn customer time, identify real needs, build viable solutions, create stronger proposals, negotiate with control, and prepare delivery so the customer receives what was promised.
This is not a book of scripts or sales tricks. It is a practical guide to professional selling, with clear methods, examples, reflection questions, coaching prompts, and a 30/60/90-day plan.
Sell with less guesswork. Build stronger deals. Move from contact to commitment.
Praise for previous work from this writing partnership:
Insightful, readable and above all truly useful.
...a grown-up book from authors who know what they are talking about.
A brilliant analysis of the skills, knowledge and behaviours required of today's sales professional.
The sat nav of selling.
Dr Jeremy Noad
Business improvement and leadership professional with over 30 years' experience.
Dr Beth Rogers
Recognised internationally as a pioneer of sales education.
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