to mass-market customers, pitch to just one major buyer, or negotiate complex multiparty deals, knowing when and how to apply the right techniques can be the difference between a near-miss and making the sale. This collection provides the tools and tactics you need to succeed in today's demanding world of sales and selling.Some of the ideas you'll discover include:How to develop and sustain a low-pressure sales force to truly master the "soft sell" The two basic qualities that any good salesperson must have--and why they matter How to determine who really wants to buy, and how to pitch to the real decision makers Why the "pitcher" matters as much as the pitch--and how collaborating with "catchers" often leads to the biggest wins

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