This is a six-point approach to a perennial subject: how to be a better salesperson. It uses the metaphor of "wearing hats" to explain how salespeople can adopt different roles for the many different selling situations they may find themselves in, in the increasingly splintered business world. There is information on how to make the best use of each of the hats, and these are: astute planner; trusted friend; effective consultant; skilful influencer; adept human resource manager; and master learner.
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Editorial Reviews
About the Author
Dave Kahle (Grand Rapids, MI) is president of his own sales consulting firm, The DaCo Corporation. He has presented hundreds of sales training seminars and has published dozens of articles.
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More About the Author
Dave Kahle is one of the world's leading sales educators. He's author of 10 Secrets of Time Management for Salespeople, six other books, and 100 multi-media training products; writes a weekly Ezine for salespeople; and has presented in 43 states and seven countries. As a salesperson, he was the number one salesperson in the country for two different companies in two totally distinct industries. For 20 years, he's been President of The DaCo Corporation, a sales training/consulting company. In that capacity, he's trained tens of thousands of salespeople and sales managers. He resides in Sarasota, Florida and Grand Rapids, Michigan.
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Most Helpful Customer Reviews
5 of 5 people found the following review helpful:
5.0 out of 5 stars
A must read for any sales professional!,
By A Customer
This review is from: The Six-Hat Salesperson: A Dynamic Approach for Producing Top Results in Every Selling Situation (Paperback)
This is one of the most powerful step-by-step approaches to sales success that I have every read. The six competencies outlined in this book will absolutely transform the way you look at sales and help boost your performance. I have had great success so far by what I've learned. Reading this book was one of the best investments I've made in my career in some time.
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Inside This Book
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First Sentence:
The Information Age is here, and it has brought with it transformational changes in the way successful salespeople must go about their jobs. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
sixth hat, account profile form, good sales question, fifth hat, fourth hat, interact honestly, third hat, sales dialogue, second hat, six hats, first hat, professional salesperson, professional salespeople, most salespeople Key Phrases - Capitalized Phrases (CAPs): (learn more)
Information Age, Effective Consultant, Astute Planner, Trusted Friend, Skillful Influencer, Fort Wayne, Grand Rapids, Master Learner, Customer Decisions, Shredded Wheat, Kelly Ann New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
The Information Age is here, and it has brought with it transformational changes in the way successful salespeople must go about their jobs. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
sixth hat, account profile form, good sales question, fifth hat, fourth hat, interact honestly, third hat, sales dialogue, second hat, six hats, first hat, professional salesperson, professional salespeople, most salespeople Key Phrases - Capitalized Phrases (CAPs): (learn more)
Information Age, Effective Consultant, Astute Planner, Trusted Friend, Skillful Influencer, Fort Wayne, Grand Rapids, Master Learner, Customer Decisions, Shredded Wheat, Kelly Ann New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
Citations (learn more)
This book cites 3
books:
- Learned Optimism: How to Change Your Mind and Your Life by Martin E. P. Seligman on page 192
- The 7 Habits of Highly Effective People by Stephen R. Covey on page 87
- The Age of Unreason by Charles Handy on page 4
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