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.
"synopsis" may belong to another edition of this title.
Book Description McGraw-Hill Australia, 1995. Paperback. Book Condition: Very Good. Very Good condition with no significant faults. Clearly used but very few minor defects. Will look good on your book case after reading but may not be suitable as a present unless hard to find elsewhere SECURE DAILY POSTING FROM UK. 30 DAY GUARANTEE. Bookseller Inventory # mon0002321975
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
Book Description Paperback. Book Condition: Good. The book has been read but remains in clean condition. All pages are intact and the cover is intact. Some minor wear to the spine. Bookseller Inventory # GOR002521476
Book Description McGraw-Hill Education, 1995. Paperback. Book Condition: Used; Good. **SHIPPED FROM UK** We believe you will be completely satisfied with our quick and reliable service. All orders are dispatched as swiftly as possible! Buy with confidence!. Bookseller Inventory # mon0000649950
Book Description McGraw-Hill Australia, 1995. Paperback. Book Condition: Used; Good. Bookseller Inventory # 1737859