Authenticity: The Head, Heart, and Soul of Selling

Willingham, Ron

ISBN 10: 0735205345 / ISBN 13: 9780735205345

Published by Prentice Hall Press, 2014

Book is in very good condition and may include minimal underlining highlighting. The book can also include "From the library of" labels. May not contain miscellaneous items toys, dvds, etc. . We offer 100% money back guarantee and 24 7 customer service. Seller Inventory # ZBV.0735205345.VG

Synopsis:

Most sales training focuses on getting to know the product, analyzing the market, and identifying the competition, but there is more to sales success than that. Successful selling takes three types of preparation:

• The what: knowing the product, the industry, and the competition
• The how: applying the knowledge, enhancing social interaction, developing relationships, and dealing with emotional ups and downs
• The why: understanding the customer’s purpose, intention, values, inner belief boundaries, and self-value

Emotional factors are powerful contributors to sales success. In this book, you will go beyond the what to the how and why, and learn whole-being selling―selling that utilizes the head, heart, and soul and brings mental, emotional, and spiritual forces together.

in Authenticity, sales expert Ron Willingham shares new discoveries about the deeper causes of sales success or failure, and offers a step-by-step guide to:

• Develop stronger client relationships through enhanced social skills
• Increase the value you bring to customers (and feel more worthy of success and compensation)
• Boost sales by learning and applying the fundamentals of client-focused selling

About the Author: Ron Willingham is the author of 11 books, and more than 20 training courses that have been conducted in 130 nations, with more than 1.5 million graduates. In the early 1980s, his Integrity Selling course was the first to combine client-focused, needs-based selling concepts aimed at creating actual behavior change. He was the first chairperson of the National Speakers Association’s Sales Trainers Group. After entering the training and development field in the mid-1960s, he worked with great thinkers in the human potential field including Dr. Maxwell Maltz, author of the bestselling book Psycho-Cybernetics, and W. Clement Stone, author with Napoleon Hill of Success Through a Positive Mental Attitude.

His unique Authentic Salesperson course, upon which this book is based, was launched in 2011

Bibliographic Details

Title: Authenticity: The Head, Heart, and Soul of ...
Publisher: Prentice Hall Press
Publication Date: 2014
Binding: Hardcover
Condition: very_good