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Sales Therapy
By: Grant LeboffeBook Publisher: John Wiley & Sons
Imprint: Capstone
Format: ePub Encrypted (DRM)
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If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn’t work anymore. It’s relationships that count.
Real selling is about understanding customers’ goals and helping them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results?
Sales Therapy smashes the age-old sales model with an effective new approach grounded in behavioural psychology. It is natural and effortless to use because it mirrors the way people actually interact with each other. And it really works.
Thomas Power, Chairman of Ecademy, describes it as ‘One of the finest pieces of content on how to sell better in the 21 st Century.’
At last, you can commit those terrible ‘closing techniques’ to the recycle bin. Sales Therapy will help you build great relationships with your customers while making the art of selling fun and effective and helping your business to grow.
PRAISE FOR SALES THERAPY
‘This is one of the finest pieces of content on how to sell better in the 21st Century. Grant you are absolutely right with your judgment’ Thomas Power, Chairman of Ecademy
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| Title of Business & Economics eBook: Sales Therapy | |
| Release Date: 06-15-2010 | |
| Publisher: Capstone |
This eBook download is available in the following formats:
| Parent title | Sales Therapy |
|---|---|
| Encrypted (DRM) | Yes |
| SKU | 9781841128115 |
| File size | 872 |
| Security | n/a |
| Printing | Not allowed |
| Copying | Not allowed |
| Read aloud | No Sys requirements Download reader |
| Devices | Samsung Tablet, Apple Ipad & Iphone, Barnes & Noble Nook, Kobo eReader, Aluratek Libre, Iliad, Nokia, Blackberry, Hanlin |
| Note | Excellent navigation features are available via Adobe such as bookmarks and a quick access table of contents. Text search is easily accessible. An Adobe DRM-protected file is different than a pdf file in that it uses Adobe DRM (Digital Rights Management) technology, which authors and publishers use to protect their content from illegal online distribution and to set certain privileges such as restrictions on copying and printing. |
Sales Therapy
Chapter One
Moving Away from the Transactional Model
The old transactional sales model does not work any more
Compare the old transactional sales model with a car which has a worn Out engine and is continually breaking down. Every few miles, you spend even more money on a quick fix so you can drive it a little longer. Really, you know that throwing money at it is a waste of time. However, without the wherewithal to replace it, you are unsure of the alternative.
The equivalent of this is happening in sales. People spend time rehashing and re-inventing the old transactional sales model in order to try and squeeze out a few extra sales. All the while, people have instinctively understood that it really doesn't work.
Why, when people sell, do they:
Still make 'sales presentations' when they are normally a waste of time? Still persist with the myth of 'open' and 'closed' questions, when the model is flawed? Still insist on 'selling the benefits' when they are ineffective? Still obsess with 'handling objections', when it is the traditional sales model that creates them? Still focus on 'closing' when that is not the way to get results?
Many business owners who need to sell, but who are not professional sales people, already feel uncomfortable with the old transactional sales model. They know they have to put the relationship with the client first; but do not have a model with which to achieve it.
The idea of the importance of the relationship is not new. The problem is that sales practitioners continue to use the transactional model and th
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