Emotional Selling - Softcover

Yule, David

Softcover

ISBN 10: 1852524219 ISBN 13: 9781852524210

Publisher: Management Books 2000 Ltd, 2002

Synopsis

It has been estimated that 80 per cent of all buying decisions are based on emotion. The key to successful sales is making the right connection with the customer and extracting the right emotional response. Updated and revised, this book sets out a tried and tested technique to achieve this objective by thinking, acting and responding on the basis of emotion. This book should enable readers to dramatically improve their sales performance, and enjoy it at the same time. Areas covered include: motivating people to talk to you; finding out what they really, really need; proposing solutions; addressing concerns; and achieving a genuine win-win close.

About this title

From the Author

Customers don't buy for logical reasons
If you have had sales training which seems to make sense on the training course but, in the real world, you find difficult to get to work for you then read this book. Many sales techniques don't work because they are logical solutions to an emotional problem. This book, based on extensive research, examines what actually happens rather than what should happen.

Edition details

• Publisher: Management Books 2000 Ltd
• Publication date: 2002
• Language: English
• ISBN 10: 1852524219
• ISBN 13: 9781852524210
• Binding: Paperback
• Edition number: 2
• Number of pages: 148