James D. Patterson
James D. Patterson has been involved in sales for over 40 years during which time he has sold real estate, office equipment, life insurance, and TV time plus other services and products. He has trained over 1000 sales people and account executives. Among his corporate positions were National Sales Training Manager for Xerox Corporation, President of Midas International of Canada, and President of Innerspace Environments. He was the founder of Woodfield Properties in Kentfield, CA, a real estate brokerage company, where he built the firm to 3 offices with over 50 sales associates. He sold the company to Merrill Lynch Realty and relocated to Santa Barbara, CA where he continues to represent sellers and buyers of real property as an Associate Broker with Village Properties. Over the years, he has sold everything from vacant land to major hotels, from condominiums to large estates. The skillful use of questions has been a major factor in his success.
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Out of the Question
by James D. Patterson
Highly successful salespeople are skillful in the use of questions. This book shows you how to develop questions that will help you establish rapport, reveal needs, confirm benefits and close more sales with the help of better questi0ns. With this information, you will significantly improve your selling capabilities from which you will earn more dollars.
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