num_pages: 144
description: We all prefer buying from someone we trust. But is it really worth your time and effort as a salesperson to nurture customer relationships based on mutual respect? And is it possible to develop the empathy and self-esteem required to make such relationships work? Author Billy Skinner says yes!The Soul of Selling replaces high-pressure sales techniques with a human approach to building long-term customer relationships. It moves step-by-step through the pre-call planning phase, focusing on emotional "linkage" and showing how to customize your call to your customers' needs. You'll learn how use conceptual methods and empathy to assess and access the customer's value system, shape the presentation phase of the sales call according to your customer's position on the buying curve, and create a state of interdependence between you and your customers that pays off over the long run.
language: English
title: The Soul of Selling: How to Focus Your Energy to Achieve a Successful and Happy Sales Career
titlecomplete: The Soul of Selling: How to Focus Your Energy to Achieve a Successful and Happy Sales Career
publisher: Amacom Books