Selling to the Seven Emotional Buying Styles: Make Every Sales Call Pay by Selling to Emotional Needs
From the'Australian Sales & Marketing Institute'From the moment I opened the first page I could not put this book down. As I read about each of the seven emotional buying styles I straight away linked each emotional style with people I deal with every day. It became abundantly clear why I connected with certain people and others just seemed to not get what I was saying ...If I knew the emotional styles before my close rate would have increased dramatically.-Eugene PizzolatoCharles B Kovess - Author ofPassionate People ProduceandAustralia's Passion ProvocateurI have found most sales people do not like reading long, turgid, academic analyses of how to sell. They would rather have a beer! This book, however, can help in the learning and development process and so I recommend it.The cartoons and charts will lead to sales people carrying the book in their cars, and checking quickly and simply on the Emnomes driving their prospects and clients. This can lead to better business results.Alan Chatterton -Partner, PricewaterhouseCoopers(retired)In this outstanding book Greg Ferrett has distilled the essence of business relationships.Every sale, in the end, is a result of two human beings sitting down and agreeing to move forward with a joint solution ... Real commercial relationships are honest, sincere, of value and meaning to both parties."He presents apowerful list of green and red buttonswhich, if you use, will change everything you do and result is more and better business.This is one book everyone involved in sales must read.Michael Gavin -Sales Enablement Practice Manager ASTDWith the changing landscape of sales where the buyer holds more power than ever before,any edge a sales person brings to the negotiating table is important. Knowing how to read people and cater to their emotional buying styles is just that edge. Selling to the 7 Emotional Buying Stylesclearly and succinctly highlights the seven styles and how to sell to each one.  This book is a must read!