A radical new approach to face-to-face selling which promises to improve any sales person's turnover by increasing their motivation and self-confidence. Pat Weymes rejects the traditional "hard sell" techniques in favor of non- manipulative selling. He stresses the importance of looking at technicques from the buyer's perspective, showing how empathetic selling can provide the foundation of a more productive, long-term seller-client relationship which will yield rewards year after year.
Book Description
Editorial Reviews
About the Author
Weymes is an experienced sales trainer who has worked with such mulinationals as Xerox and ITT.
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Most Helpful Customer Reviews
2 of 2 people found the following review helpful:
5.0 out of 5 stars
Common Sense Selling,
By Denis Morcombe (Southampton) - See all my reviews
This review is from: Creating Customers (Paperback)
If I had this book available to me five years ago, I have no doubts that I would have been more successful as a salesman more quickly that I was. This is the first time I have read a book on sales which was full of common sense examples. However, as I discovered, it is only common sense when it is brought to your attention. It is simple to read and the author goes to great pains to show the perils of using the old technique based selling - which clearly does not work in my high-tech industry. It covered other aspects of selling which I found refreshing and motivating! I give this book a very high rating and suggest that if you don't have a copy - you won't regret the investment - I certainly didn't!
1 of 1 people found the following review helpful:
5.0 out of 5 stars
Excellent!,
By Peter Grady (London England) - See all my reviews
This review is from: Creating Customers (Paperback)
This is a great read and I would strongly recommend it to fellow sales professionals. Very motivating and an easy read. The section on Writing Proposals was terrific and has worked well for me. Got some other great ideas that I have been able to apply to my selling role. As you can tell - I liked it!
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