Soul of Selling by Billy L Skinner
This volume shows how to replace high-pressure sales techniques with a proven human approach to building long-term customer relationships. Everyone prefers buying from someone they trust, but are customer relationships based on mutual respect really worth a saleman's time and effort? This book demonstrates the power of emotional skills in building a profitable sales career. It moves step-by-step through the pre-call planning phase, focusing on emotional "linkage" and customizing the call to the customer's needs. Readers learn how to: use conceptual methods and emotional skills such as empathy to assess and access the customer's value system; shape the presentation phase of the sales call based on where the customer is on the buying curve; and create a state of interdependence between salespeople and customers.| SKU | Unavailable |
| ISBN 13 | 9780814478745 |
| ISBN 10 | 0814478743 |
| Title | Soul of Selling |
| Author | Billy L Skinner |
| Condition | Unavailable |
| Binding Type | Paperback |
| Publisher | Amacom |
| Year published | 1994-10-13 |
| Number of pages | 144 |
| Cover note | Book picture is for illustrative purposes only, actual binding, cover or edition may vary. |
| Note | Unavailable |