Empathy Selling: New Sales Techniques for the 21st Century

 
9780074703106: Empathy Selling: New Sales Techniques for the 21st Century

The concept of empathy selling is simple and systematic. Instinct is not infallible and the professional salesperson needs a technique that leaves little to chance. This guide shows salespeople how to analyze buyers' personalities, discover hidden intentions, adapt sales techniques to suit different personalities, close more sales, increase customers and increase customer satisfaction. The author shows that there are simple clues to a customer's personality that allow salespeople to assess the attitudes of the customers. He has identified seven basic stereotypes for buyers: the mover; the ditherer; the artist; the politician; the engineer; the hustler and the normal customer. By analyzing the sales prospect and adapting the pitch, the "empathy salesperson" is better able to handle objections and close the sale successfully. The text contains detailed information on personality analysis and sales techniques, checklists and personality summaries.

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Christopher C. Golis
Published by McGraw-Hill Australia (1995)
ISBN 10: 0074703102 ISBN 13: 9780074703106
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Book Description McGraw-Hill Australia, 1995. Paperback. Book Condition: Very Good. Empathy Selling: New Sales Techniques for the 21st Century This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. . Bookseller Inventory # 7719-9780074703106

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