This volume shows how to replace high-pressure sales techniques with a proven human approach to building long-term customer relationships. Everyone prefers buying from someone they trust, but are customer relationships based on mutual respect really worth a saleman's time and effort? This book demonstrates the power of emotional skills in building a profitable sales career. It moves step-by-step through the pre-call planning phase, focusing on emotional "linkage" and customizing the call to the customer's needs. Readers learn how to: use conceptual methods and emotional skills such as empathy to assess and access the customer's value system; shape the presentation phase of the sales call based on where the customer is on the buying curve; and create a state of interdependence between salespeople and customers.
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