Confident
Edition: 2
Publisher: Prentice-Hall, Inc.
Published: 1971
Place of publication: Englewood Cliffs, N.J.
Number of pages: 189
Subjects: Sales Psychology
Genres: Salesmanship
Work titles: Sales Psychology
First sentence: This book is written for the person who has reached an impasse with him or herself.
Description: DESCRIPTION OF CONFIDENT SELLING

CONFIDENT SELLING is a breakthrough book in that it looks at the selling situation from the perspective of the seller, which it claims is the main obstacle in the selling situation. The assumptions the seller makes about the buyer, the buyer's interest in and ability to buy, are predicated too often on faulty information, information derived from the failure of the seller to sell him or herself on the cost benefit to the buyer to purchase the product or service.
 
CONFIDENT SELLING insists that selling is not a matter of intimidation or a matter of finessing the buyer into a mood to purchase the product or service being offered. On the contrary, CONFIDENT SELLING is about gauging the buyer's mood, readiness, need and ability to form a partnership with the seller. This requires the seller to think not as a seller but as a buyer, as the one that is to purchase the product or service and the consequences of such a transaction.
 
CONFIDENT SELLING argues that absolutely every endeavor in life is one between a seller and a buyer whether the seller is far removed from an actual selling situation of a product but is a doctor, lawyer, accountant, consultant, organizational administrator, priest, minister or rabbi, nun or teacher, factory worker, independent contractor or an employee of a public or private agency providing a service. 

Selling, CONFIDENT SELLING, is saying is the noblest profession of all because it involves everyone in every pursuit every day. 

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NOTE:

The theme of CONFIDENT SELLING was elaborated with a new toolbox in the Pulitzer Prize nominated book, CONFIDENT SELLING FOR THE 90s (1992), which is available on-line or at your favorite bookstore.
Notes: If you're a sales person who's got what it takes to be the BEST, but you haven't proved yourself yet, or you have proved yourself, but you're finding it rough maintaining the tempo, here's a dynamic new confidence builder that helps you LEAP over the final hurdle TO SUCCESS TO CONTINUED SUCCESS! This book, your own private counselor, shows you HOW TO DEVELOP CONFIDENCE in your ability to sell. By the same token, it demonstrates WHY YOU SHOULD BE CONFIDENT. Here's the DOOR TO OPPORTUNITY -- self-reliance, self-esteem, not to mention self-discipline -- with YOU holding THE ONLY KEY to the biggest sale you will ever make, BELIEF IN YOURSELF!
Table of contents: label: CHAPTER ONE
title: SELLING AND CONFIDENCE
pagenum: 21