Books by Andrew Nelson

The 'A to Z' of Direct Selling takes an occasionally amusing look at the very serious business of DIRECT SELLING.The whole process of Direct Selling is treated, including:Recruiting and Selecting salespeople.The Basic training of new recruits,Field training and counselling,The sales Cycle.Creating rapportEstablishing needsDeveloping DesireClosing the sale --- 17 closing techniques that work!Gathering referralsProspectingDirect callingApproach skills and making appointments.Designing and using the presenter.AttitudePOSIVIBECar salesObjections.Listening skillsSelf-beliefConfidenceSays Joe Thomas, producer of over $250,000 commission in 2003. "It's a great little book, written by a great salesman, and full of great ideas!"