Authenticity: The Head, Heart, and Soul of Selling

Authenticity: The Head, Heart, and Soul of Selling

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:

â€¢ The what: knowing the product, the industry, and the competition
â€¢ The how: applying the knowledge, enhancing social interaction, developing relationships, and dealing with emotional ups and downs
â€¢ The why: understanding the customerâ€™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 sellingâ€”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:

â€¢ Develop stronger client relationships through enhanced social skills
â€¢ Increase the value you bring to customers (and feel more worthy of success and compensation)
â€¢ Boost sales by learning and applying the fundamentals of client-focused selling
Country USA
Brand Prentice Hall Press
Manufacturer Prentice Hall Press
Binding Hardcover
ItemPartNumber 9780735205345
Color White
ReleaseDate 2014-05-06
UnitCount 1
EANs 9780735205345

Country	USA
Brand	Prentice Hall Press
Manufacturer	Prentice Hall Press
Binding	Hardcover
ItemPartNumber	9780735205345
Color	White
ReleaseDate	2014-05-06
UnitCount	1
EANs	9780735205345

Authenticity: The Head, Heart, and Soul of Selling

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